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Funnel Your Efforts in the Right Direction

Every journey starts with a step in the right direction and then continues with another step after that. Creating a journey, or path, for your customer to follow is one way that modern marketers can engage with their audience through every step: from uneducated prospect to devoted brand evangelist. The sales funnel provides customers with a concrete path that guides them with structure and information through the three buckets of the sales funnel: awareness, consideration and ultimately making a decision.

Multi-Step Content

Creating a brand evangelist doesn't happen overnight, and it certainly isn't an easy process -- but it's worth it! Content marketing is one of the most personalized ways to encourage users to walk along a particular journey with your brand. That doesn't mean content should be static, or the same for each customer you're in contact with; quite the opposite in fact!

sales funnel

Steps in the Content Marketing Funnel

Top of the Funnel: Awareness.

A deep understanding of how a customer begins their journey is critical. If you're a real estate agent, perhaps the first step of the journey is when a prospect receives a postcard letting them know that houses in their area are selling at a greater speed and for higher prices than expected. This simple print promotion may trigger a hidden interest in making a move. Building awareness is the most general form of content marketing and should be purely informational, not promotional.

Middle of the Funnel: Consideration.

When a prospect is truly considering a specific direction, your content marketing should shift their journey towards consideration of how you want your prospect to proceed. Continuing with our example of a realtor, this is when you may reach out with a mailing piece that details the unique knowledge that a realtor possesses, and how you seek to add value to the transaction. This could be everything from market research to pricing, a good eye for staging a home and presentation, or even a great network of potential buyers. It's important to note that you're still not doing a hard sell. Instead, you're positioning yourself as an expert in the field.


Bottom of the Funnel: Decision.

At this time, your prospect has taken a step to request more information from you specifically through a direct-response card or personal invitation to call, and they're ready to take the plunge to become a customer. Now, a targeted piece with details about your business and how you individually will allow them to be successful in their goals is appropriate.

No matter your customer or business type, a content marketing sales funnel is a fantastic way to nurture prospects into customers. The best way to do this is to proactively provide your prospects with appropriate information that they need to take their engagement with your business to the next level. Do that, and you're one step closer to gaining brand evangelists and lifelong customers.

Top of Mind

by John Hall

A game-changing framework for staying top of mind with your audience―from the No. 1 company dominating content marketing

What do many successful businesses and leaders have in common? They're the first names that come to mind when people think about their particular industries. How do you achieve this level of trust that influences people to think of you in the right way at the right time? By developing habits and strategies that focus on engaging your audience, creating meaningful relationships, and delivering value consistently, day in and day out.

It's the winning approach John Hall used to build Influence & Co. into one of "America's Most Promising Companies," according to Forbes. In this step-by-step guide, he shows you how to use content to keep your brand front and center in the minds of decision makers who matter. He reveals:

• how consumer needs and expectations have changed and what this shift means for you
• how to build a helpful, authentic, and consistent brand that serves others just as well as it serves you
• proven methods for using digital content to enrich your target audience's lives in ways that build real, lasting trust

Whether you're a marketing leader engaging an audience of potential customers, a business leader looking to humanize your company brand, or an industry up-and-comer seeking to build influence, maintaining a prominent spot in your audience's minds will increase the likelihood that the moment they need to make a choice, you'll be the first one they call. There's no better way to drive opportunities that result in increased revenue and growth.

Business is never "just" business. It's always about relationships. It's always about a human connection. When you're viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your brand Top of Mind.