How to Create a Sales Funnel

There are a lot of ways to create sales funnels using so many different platforms – Facebook, Google Ads, LinkedIn, Click Funnels, Active Campaign, etc. The most important thing with sales funnels is to follow the steps below to maximize it’s potential.

According to Business Know How here’s how to go about creating a sales funnel to drive sales for your business:

Step 1: Identify Your Prospects

The first step in the sales process is identifying prospects. The goal is to drive interested parties into the wide end of your sales funnel so that you can qualify them as good prospects or identify them as “unwanted residue.”

First, begin by defining your ideal customer. It helps if you draw a sketch.

Create a questionnaire for yourself that identifies the problems your ideal customer has. For instance, if you are financial advisor, you may have a questionnaire that looks something like this:

  1. Do you need help with your financial planning?
  2. Do you expect big changes coming like a home purchase, retirement or kids in college?
  3. Are you currently working with a financial advisor?
  4. Are you happy with your current financial situation?

You’ll have to come up with your own list of qualifying questions. You’re not going to share this questionnaire with anyone; it’s merely for your planning benefit. The goal here is to figure out your ideal customer’s needs and desires.

Step 2: Qualify Your Prospects

Just because a person fits into your ideal customer demographic doesn’t mean that they are necessarily an ideal customer. Maybe Bob and Jane would like to retire but they have zero money. They certainly wouldn’t be in your prospect range if that is the case.

Therefore, you’ll need a way to qualify your prospects after you’ve identified them, and after you’ve driven them into your sales funnel.

Qualifying prospects is not difficult. You can take surveys or conduct polls, you can start conversations and get people to talking so that they reveal their needs and desires, or you can create a product that appeals to your ideal customer then promote it to the right audience. Those who qualify will bite while those who don’t, won’t.

Step 3: Apply Sales Funnel Fundamentals

Your sales funnel consists of the means you use to drive prospects and potential customers to your business and close the sale. Online, you might have a blog that you write to every day. You promote your blog on social media to draw attention to your business. After you get prospects to your blog, you entice them with an offer in order to get their e-mail addresses. You then send out periodic e-mail messages to get those prospects interested in a product you want them to buy.

Some marketers go so far as to segment their prospects. They can then market specific products to those segments.

Step 4: Establish Your Sales Funnel

The best way to set your sales funnel is to plan it backwards. If you are trying to get an appointment, for instance, you have to find the people willing to meet with you for the benefits you’re offering. But very few people are going to meet with you unless they know they can trust you. So, you have to slowly build up some trust.

That means you need to offer a video or guide of some sort to entice them to learn more about what you can offer then. You’ll need to create that product, but what needs to happen before you do that?

Walk yourself through the sales process backward. At each step in the process, ask yourself, “What is my prospect likely to do before they trust me enough to take this action?” Then ask yourself, “What do I need to do to drive my prospect to that decision?”

A typical backward plan for a sales process looks like this:

  1. Flagship offer (the appointment)
  2. Mid-range offer (a financial planning guide)
  3. Intro product (a video)
  4. Free informational piece (teaser)
  5. E-mail opt-in campaign
  6. Blog conversation
  7. Social media interaction

Offline, it might look more like this:

  1. Appointment
  2. Planning guide
  3. Video
  4. Receives monthly brochure
  5. Gets on mailing list
  6. Checks out website
  7. Meet at networking event

The key is to understand what your customer wants and what you have to do to deliver those benefits. To get to the initial stage in your sales process, you have to think backward from the point you want your customer to end up. That’s how you create your sales funnel.

These sales funnels sound complicated, but they work! I know a lot of people these sales funnels and most of them work so well those people start building sales funnels for other people.

If you are interested in learning more about sales funnels and how we can help you, please don’t hesitate to email me at

I am the Founder of Elite Scheduling Services. We offer scheduling, administrative and marketing services to professionals in the financial industry.

Danae Branson



Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s