Sales Funnel

A 5-Step Guide to Boosting Your Business

The sales funnel is a pivotal multi-step process in online business strategy, essential for attracting stakeholders and guiding them towards conversion. It is visualized as a narrowing structure, filtering potential customers to the most profitable ones for the company.

In the digital field sales funnels are particularly effective, creating a strategic journey that enhances the relationship between potential customers and a company, leveraging the speed and efficiency of online methods.

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What is the Sales Funnel

By sales funnel, we mean the model that represents the journey of our typical customer. Making funnels during a marketing strategy is crucial for all companies that want to increase sales and grow!

A sales funnel is used to do lead generation, i.e. to acquire user contacts (email, phone number). Thanks to this process, all users who visit the company website, the Facebook page, interact with the main social media, and fill in simple contact forms, are not lost, but they enter the so-called ‘upper part of the funnel’, thus becoming potential customers.

Users who have landed on corporate channels are slowly ‘fed’ with content that is increasingly aimed at their engagement, interaction, up to the real purchase action, which takes place at the ‘bottom of the funnel’.

It goes without saying, that it is crucial for a company to use a tool such as the funnel to generate channelled traffic and to skim off simple visitors from those who will be enthusiastic about the company’s products and services and willing to take the final action of purchasing.

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How a funnel works: the 4 stages

The journey of a potential customer, includes several critical stages, known collectively as the AIDA model. Each of which represents a distinct phase of the customer journey.

Every company needs to know how to map the journey, as it provides valuable insights into which aspects of the funnel are performing well and which need to be refined.

By understanding and analyzing each stage of the AIDA model, businesses can effectively tailor their strategies to guide more customers successfully to the final purchasing decision. This process not only helps in identifying areas for improvement but also ensures a more targeted and customer-centric approach to sales and marketing.


The journey begins with the Awareness stage, where it’s crucial to capture the attention of potential customers across different platforms to generate leads and create initial interest.

This stage is about making potential customers aware of your brand and offerings.


For those potential customers that are on the top of the funnel you should create content that:

  • captures their interests,
  • satisfies their needs,
  • increases their curiosity.

This is the phase where you make use of the so-called lead magnets, valuable contents that engage the users and convince them to leave you his contact details, for example using Ebooks, videos, webinars or mini-guides.


The Decision stage is where customers evaluate their options. They might be ready to make a purchase but are considering whether to choose your brand or a competitor’s. At this point, it’s essential to provide all necessary information and actively involve them.

Tools like telephone calls, Skype calls, training webinars, free counseling sessions, product demos, and free trials are effective in persuading customers of the value of your offerings.


Finally, the Action stage is where you aim to convert interest into a sale. This involves presenting a compelling selling proposition, special promotions, or time-sensitive discounts to incite an immediate decision. At this stage you need to create a sense of urgency and emphasizing the scarcity of supply.

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How to to create a Sales Funnel in 5 Steps

Like everything related to marketing, especially when you are leading the web marketing of your company, you must have clear ideas on a few key points.

In fact, these same elements will enable you to create a Funnel in order to make your perfect sale. Let us look at them together:

1. Identify your buyer persona

It is essential to get to know your potential customers, especially:

  • their genre;
  • how old they are;
  • their interests;
  • their fears and but mostly their needs.

If you understand their problems and necessities, therefore you turn them into a desire that directs them to you and your product or service as the answer to what they seek.

2. Grab attention with your offer

The offer represents what you can actually give to your customers. Obviously, if the model we want to use is the funnel, we cannot think only of one type of offer. Rather, we must imagine building one step after another, making sure the potential customer is trusting you, until the price will no longer be an issue for him but will count only the quality of your offer.

You have to bring the lead to make a purchase without thinking about the price. It is the concept of ‘the end justifies the means’. People will no longer pay attention to the price of your products and services because if you have communicated the appropriate message to the right people, they will assume that your product or service is always the best in terms of quality price.

Now, it is time to get to know the mechanism behind a conversion funnel, which allows its function and effectiveness.

3. Create your landing page

This is the moment when you have to create real sales strategies to connect the potential customer with your market.

The connection funnel can include all the tools you use to bring traffic to your website, from your Facebook page to your sales platforms, and must be managed in the best possible way to make sure it works perfectly.

At this stage, the customers are entering the funnel because they are attracted or intrigued by something as blog articles, eye-catching Facebook posts, effective landing pages or information activities, that’s why is important to anticipate your content and social media strategy.

It’s important to remember, however, that these are users who are already interested in your product or service (do not waste time with off-target customers). At this point there should be no barrier to entry, anyone who is interested or has some affinity, should be able to approach the product, service or your message.

Create a need, try to get leads and collect useful information that will help you focus only on the real prospects.

The content created will be used in the next step. As we have seen before, valuable content in this case can be:

  • Free E-Books,
  • Downloadable guides,
  • Short videos content and more,
  • Set up an email workflow.

Here we are in the Middle of the Sales Funnel, the moment when acquired leads become actual prospects, i.e. our future buyers.

4. Sales funnel marketing

At this point the product offer is no longer enough. It’s the time to nurture your lead with higher quality content, products or services that actually meet their needs and for which they are willing to pay more. That is why it is necessary to propose:

  • real case histories,
  • longer products’ videos such as webinars,
  • products or services’ packages,
  • exclusive deals and much more!

Learn more about this step on the Sales marketing page.

5. Close the sale and maintain contact

What is the ultimate goal of a sales funnel? The word is quite explanatory: selling your product/service! Here we are at the Bottom of the Funnel, the moment when you can actually say if you have acquired new customers or not.

Please note though: don’t assume that these are necessarily the same customers from the top of the sales funnel! In fact, the concept of the funnel in digital marketing is precisely this: skim down to reach the people who will buy and more likely become loyal to you and your product.

The after-sales step is not really part of the purchasing funnel, but it cannot and must not be forgotten. In fact, it’s very important to track results and analyze data.

If you think that the customer who has bought once, will buy forever, nothing could be more wrong!

Buying customers must be continually nurtured, driven to take the action of purchasing again. He must be taken care of in such a way that he is so satisfied and will start a buzz through an online and offline word-of-mouth.

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Utilizing Different Types of Sales Funnels

Building an effective sales funnel involves a blend of strategic planning, targeted marketing, and direct customer interaction. By understanding the different types of funnels and their specific applications, businesses can effectively guide potential customers through each stage, ultimately leading to increased sales and customer loyalty.

Conversion Funnel: is designed to transform potential customers into actual buyers. It’s highly useful in situations where digital advertising is employed to attract leads. These leads are then progressively engaged with, moving them towards making a purchase.

Acquisition Funnel: this kind of funnel prioritizes drawing in prospective clients to your digital platforms. The main goal here is to turn these visitors into leads by obtaining their contact details.This funnel is integral to inbound marketing strategies, drawing customers through compelling content and interactions.

Communication Funnel: this funnel underscores the importance of ongoing engagement and communication with potential customers. It involves using various digital platforms to maintain a presence in the customers’ lives, ensuring that your brand remains top-of-mind through consistent and strategic content delivery.

In all types of funnels, effective communication is crucial. This includes:

  • well-crafted copywriting in your emails,
  • ads,
  • direct communications.

Which significantly influences a customer’s decision-making process. Additionally, a well-thought-out closing strategy is essential in the final stages of the funnel, where ease of transaction and customer satisfaction play a key role in completing a purchase.

Tools and Resources for Sales Funnel Creation

Developing and maintaining a successful sales funnel is made easier with the aid of certain tools and resources.

For example, PowerPoint and Excel are excellent for creating visual representations and conducting analyses of the different stages of the sales funnel. This approach offers a transparent view of the customer’s journey.

Google Analytics, provides more in-depth information. It enables companies to monitor the customer’s progression through the funnel, pinpoint areas where customers might be losing interest, and make necessary adjustments to improve the funnel’s effectiveness.

In addition to these tools, is important selecting appropriate payment systems. This aspect is crucial in the final stages of the funnel, where ease of transaction can significantly influence the customer’s decision to complete a purchase.

In addition, a well-designed closing strategy is essential. You need to ensure that the client feels engaged and satisfied with their decision.

You can achieve this by creating effective communication and follow-up strategies that attract and engage potential customers by guiding them toward a purchase.

Knowing how to leverage these resources effectively you can improve your sales process with increased both sales and customer loyalty.

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Example of Effective Sales Funnel Use

The example of an insurance company vividly illustrates how a well-executed funnel can drive business success. This company utilized a multi-channel approach, employing online advertising across platforms such as YouTube, Google Ads, Facebook, and LinkedIn to initially capture the attention of potential customers.

This marked the beginning of their journey through the sales funnel, starting with the Awareness stage.

As these potential customers showed interest, the company engaged them further with targeted emails and personalized calls, effectively moving them into the Interest and Decision stages.

This engagement was not just about presenting information; it was a strategic effort to nurture leads, build trust, and differentiate the company’s offerings from competitors.

Finally, in the Action stage, the culmination of these efforts led to the conversion of leads into actual customers.

This comprehensive approach, from initial lead generation to final sale, exemplifies the power of a well-structured sales funnel in turning prospects into loyal customers.


Mastering sales funnels is essential for company growth by guiding prospects from awareness to action according to the AIDA model. Sales funnels, in their various forms from conversion to communication, satisfy various aspects of customer engagement, demonstrating their adaptability to different business needs.

More than a marketing tool, they are critical to a customer-centric business strategy to improve sales and foster lasting customer relationships.

Interested in learning more about how sales funnels can transform your business? Contact us for more information and learn how you can leverage these powerful strategies to your advantage.

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