5min
Module 1: Understanding B2B vs B2C
Module 2: Strategies for B2C Sales
Module 3: Strategies for B2B Sales
Module 4: Adapting Your Sales Based on Context
Module 5: Final Course Project
13/16 Lessons
Content
The sales funnel is a visual representation of the customer's journey from initial contact to a completed purchase. Adapting your sales strategy requires you to understand and optimize the funnel's shape for your specific context. This lesson will provide a detailed breakdown of the three main sales funnel types and the key actions required at each stage.
1. The B2C Sales Funnel: The Quick Conversion Funnel
This funnel is all about speed and simplicity. It's wide at the top and designed to move a high volume of potential customers to a quick purchase. Here are the stages and your actions:
01
Awareness: Your customer first discovers you.
Action: Use broad marketing (social media ads, search engine ads) to get in front of as many people as possible. Your messaging should be simple and visually appealing.
02
Interest: The customer is intrigued and wants to learn more.
Action: Provide clear, benefit-driven messaging on your website or landing page. Use emotional appeals to keep them engaged.
03
Desire: The customer wants the product.
Action: Use urgency (limited stock, sales) and social proof (testimonials, ratings) to turn their interest into a strong desire to buy now.
04
Action: The customer purchases the product.
Action: Make the checkout process as simple and frictionless as possible. Use one-click checkout or offer guest checkout.
2. The B2B Sales Funnel: The Long, Nurturing Funnel
This funnel is a complex, multi-stage process that requires a personalized and consultative approach. It's built on trust and logic, not impulse. Here are the stages and your actions:
01
Prospecting & Lead Generation: Find potential clients that fit your ideal customer profile.
Action: Use targeted outreach on professional networks (e.g., LinkedIn) and industry events. Research potential clients to understand their business.
02
Qualification: Vet the lead to ensure they have the authority, budget, and need.
Action: Ask a series of specific, probing questions during an initial call. Don't waste time on unqualified leads.
03
Discovery: Deeply understand the client's problems, goals, and challenges.
Action: Conduct in-depth meetings with multiple members of the buying committee. Be a listener and a consultant.
04
Proposal & Presentation: Create and present a tailored solution.
Action: Provide a detailed proposal that outlines the problem, your solution, and a clear ROI.
05
Negotiation & Objection Handling: Address final concerns and negotiate terms.
Action: Be prepared to discuss pricing, implementation details, and any final questions from stakeholders.
06
Closing: Finalize the deal and get the signed contract.
Action: Be ready to ask for the sale and manage a smooth transition to the next steps.
3. The B2B2C Funnel: The Two-Part Funnel
This model combines both funnels in a two-stage process. Your job is to guide your client through the B2B funnel and then help them guide their customers through the B2C funnel. Here are the stages and your actions:
01
B2B Funnel: You follow all the stages of the B2B funnel, from prospecting to closing the deal with your business client.
Action: You must sell the business on the ROI and the value of your product.
02
B2C Funnel (Your Client's Funnel): Once the B2B deal is closed, you must provide your client with the tools to succeed in the B2C funnel.
Action: You provide your client with B2C marketing materials, sales pitches, and support that are designed to appeal to the final consumer's emotions and drive quick conversions. You are their trusted advisor for both B2B and B2C success.