What is Sales Funnel? How To Build One For Your Ecommerce Store

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    Creating an online sales funnel for your online store will help trace your customer’s experience and determine the actions you must take at each stage.

    Since, let’s face it that not everyone who has heard about your company will become a loyal customer.

    Intelligent Insights discovered that, on average, 43.8 % of your website’s users visit the website’s product pages, but only 3.3 % make a purchase.

    What is a Sales Funnel?

    A sales funnel the step a customer must complete to become a client.

    Let’s take a look at a brick-and-mortar sales funnel.

    The buyers at the top of the funnel stroll by your store. A portion of them decides to enter the next level section of your funnel.

    A patron comes across T-shirts in a rack at a sale. They browse the rack, and they’re in the next section in the process. Then, the customer picks out four shirts and walks toward the checkout. Finally, they’re in the final step. If all goes smoothly, they will complete their purchase and reach the lowest point in the funnel.

    sales funnel

    The same process occurs for each business in one way or other. The sales funnel you have in place could be described in the following ways:

    • Retail store
    • Sales team
    • Website
    • Email

    Individual consultation

    Each marketing channel is an element in your funnel for sales. Therefore, your funnel could be distributed across multiple channels.

    What Is an E-commerce Sales Funnel?

    Simply put, an e-commerce sales funnel an image representation of your customer’s journey. The consumer begins at the top of the funnel and then moves down each step to (hopefully) become a regular customer.

    Certain customers move through the funnel fast and go from uninvolved customers to loyal fans; within the flash of an eye, they see something they’d like to have and buy it, and then become brand advocates. Others navigate sales funnels like three-toed sloths and take some time or years to arrive at the checkout page.

    Each company has its own sales funnel, but the pipeline’s anatomy remains identical. The sales funnel probably relatively shorter if you sell low-cost products (for example, beauty items, clothing, toys, and pet items). Why? Because the price will not be a major barrier to buying. The same reasoning applies when you’re in the market for luxury items (high-end watches, costly jewelry, cutting-edge technology, or even vehicles) your sales funnel is likely to be longer.

    Why implementing the sales funnel necessary?

    There are a variety of reasons the implementation of a funnel for sales is crucial, such as the following:

    Get new customers. The point of the sales funnel is to determine a company’s target market and lead them through a set of steps that could lead to them becoming customers.

    Help you get referrals. In addition to getting a target audience and customer base, A sales funnel encourages satisfied customers to refer to other potential customers who may not have been part of the initial target group.

    Monitoring and tracking. A sales funnel lets companies know how they are performing at each stage of the selling process and adjust as necessary. This ensures efficiency in the use of time and resources. In addition, moving buyers through the funnel of sales gives valuable feedback.

    Focuses efforts. A sales funnel reduces the focus of a business on a particular segment of potential customers. This helps connect with the people in your target audience and turn them into customers at the end of the funnel. Sales could assist businesses in removing prospects who are not qualified by asking potential customers to complete various steps which lead to buying.

    What are the stages of a sales funnel?

    From the time prospects learn about your product or service to when they decide to purchase (or not), the process goes through various phases within your sales funnel. As a result, your funnel might differ from one prospect to the next, but at final, prospects will judge the value of your product based on their curiosity degree. In addition, they’ll be thinking about the issue they’re trying to solve and conducting research on competitors to ensure that your offer is the most effective solution.

    In general, there are four major phases:

    Stage 1: Awareness

    The initial of the sales funnel’s stages is known as “the “awareness” level because it is the first time that people become aware of your service or product. For example, they might hear about your company via your marketing and social media or the word of mouth.

    What motivates them to be able to move through the sales funnel is dependent on your sales and marketing skills, Of course. You should pay the most attention to the leads between and below funnel stages because they’ve gone from the realm of awareness to being of interest.

    A typical instance of an awareness phase could be a prospective customer discovering your business at first. Perhaps they have clicked on your ads, browsed through your blog, seen your site via Google lookup, or even heard an employee talk about your service or product.

    Stage 2: Interest

    When prospects are aware of the brand will judge it based on their interest level. Then, they’ll consider the issue they’re trying to solve and do a competitive analysis to determine if your solution is the best option.

    Stage 3: Decision

    With the right details about your business, potential customers will look into the packaging and pricing options. Webinars, sales pages, and phone calls can be helpful at this phase to convince buyers to purchase.

    Stage 4: Action

    Everything boils down to whether the prospective buyer decides to buy or not. If they do not, your deal will not be lost forever. You can develop nurturing campaigns to ensure you’re always top of mind.

    How do you build a successful E-commerce sales funnel

    Whatever the subject matter, The following guidelines will assist you in creating an effective sales funnel.

    However, before you start, it’s important to know that building an online sales funnel isn’t about abandoning your existing collection of products.

    Also, it doesn’t mean you should purchase the most expensive e-commerce sales funnel builder; it’s simply an issue of improving your online store to provide an improved customer experience.

    1. Plan out your E-commerce Site

    sales funnel

    Begin by mapping and visualizing the route your prospective customers will need to go through. This will simplify the buying process.

    If you are aware of the path your customers are likely to take, you’ll be able to give them the necessary information to help them navigate the buying funnel.

    Your store needs to grab customers’ attention by providing them with essential information about your product and social evidence.

    sales funnel

    As is to be expected, various factors are involved in achieving this.

    • Navigation Is it easy for your customers able to navigate your shop? Or, to find a particular product, purchase, or contact your navigation should be easy.
    • Clearly-Defined Pages: Ensure that your product pages are simple and easy to comprehend. Your landing pages need to be clear and concise.

    In addition, the description of your product should look appealing as well. Therefore, it should clearly explain the product.

    Also, ensure you provide social evidence on your pages for your products. It helps build trust and demonstrates the authenticity of your brand.

    sales funnel
    how to build a sales funnel
    • Your store should be clear on CTAs Starting with the “add to cart” button until the conclusion of the buying funnel, ensure that your call-to-actions are clear and easy to understand.

    Your customers shouldn’t need to search at your store’s “add to cart” button on your website.

    2. Add Upsells, Downsells, and Order Bumps

    sales funnel
    sales funnel management

    Upsells are the additional products you offer customers who have purchased the primary product. This asks customers to purchase a more expensive product following their initial purchase. Then, they can upsell to a better price.

    Similar to cross-sell, you’re offering an affordable alternative to your clients to serve as a substitute for your upsell.

    Like upsells, an order bump can introduce another product for your clients. But it’s before their first purchase. It is added to their cart prior to making their purchase.

    In the end, cross-selling refers to introducing a new product complementing the main product.

    3. Setup Email Sequence Series

    sales funnel
    creating a sales funnel

    From the moment they sign up for your email list to making the first purchase, it is essential to automatize the communication process between you and your customers.

    Your email sequence needs to be set both for pre-purchase and post-purchase.

    The pre-purchase email sequence can help follow up with your site’s customers after they have left your site without completing the purchase process.

    In the case of your customers browsing your site, you capture their email addresses by providing an opportunity to win their email. Then you follow up with the pre-designed sequence of emails.

    In the process of following up, you offer discounts or other attractive deals that bring potential customers back to your order page.

    The best way to run the development of a successful funnel is to keep it running. One-time sales aren’t the aim of a funnel for marketing; it’s to continue to generate repeat sales.

    Opening the loop after the purchase boosts the chance of making more sales. That’s why the post-purchase emails come in useful.

    4. Add a Thank You Page

    Thank you! Page can do quite a bit in the funnel. It strengthens the connection between your company and its customers.

    More than just the typical thank you page, Your thank you page should contain important information that your customers must be aware of following they’re the purchase.

    It also includes transactional information. It could also include the link to a freebie as a token of appreciation to your clients.

    Thank you pages are the ideal spot to promote customers to a premium service.

    5. Include Exit-Intent Popups

    sales funnel

    Apart from following up with prospective customers who have abandoned their carts, exit intent popups can convince potential customers to remain.

    When you leave your e-commerce site, you can target your customers with a deal or a lead magnet to entice your customers.

    In this way, you will be able to get their email address and then follow up with them.

    A common sense rule is for the lead-generating magnet you choose to resolve the problem that your potential customers face. Also, it should be connected to your products.

    It doesn’t need to be a product that is free or shipping is free; it could be a webinar for free or eBook, promo codes, or other promotional codes.

    It’s up to you to ensure it resolves your potential customers’ issues.

    6. Send traffic into your Conversion Funnel

    Although there are numerous options to bring customers to your store, these are extremely popular with e-commerce companies:

    • Facebook ads
    • TikTok ads
    • Marketing via Influencers

    The three sources of traffic are popular with online store owners.

    Facebook ads are a great method to increase awareness of your online store and, at the same time, increase sales.

    The filter for audience targeting on Facebook lets you focus on the most suitable buyer’s persona. It lets you limit your target audience based on preferences, demographics, interests, and other types of kinds.

    sales funnel

    However, it has been shown to be more efficient in a study conducted by MediaKix that found that 89% of respondents claimed that the ROI of influencer marketing is equal to or higher than other marketing channels.

    Influencers boost sales thanks to their loyal fans. And the best thing is you can hire an influencer in your price range.

    If you can find the right influencer to partner with, you can create awareness and bring visitors to your site.

    TikTok is currently in the process of growing. There are many influential users on TikTok making short videos. You can use their influence to increase the attention of your e-commerce funnel.

    In the same way, YouTube has also been home to influential personalities. YouTubers are always looking to partner with brands.

    A good rule of thumb when selecting an influencer is to think about your market.

    7.Identify Leaks and Fix

    When you begin to generate visitors to the sales funnel, you’ll be able to identify gaps in your funnel.

    The areas at which potential customers drop off will be made clearer. Is it the sales site? Does it have a checkout page? Is it the page for orders?

    If you can fix the issues, you increase the effectiveness that you can get out of the sales funnel. Thinking that using a template for your sales funnel or copying a competitor’s model could do the trick is far from being correct.

    A well-designed sales funnel designed to be customized to your customer’s needs. It’s the result of analyzing the interactions between customers with you and your online store.

    If you are aware of the ways that clients interact with your online store, you’ll be able to make purchasing simple and effortless.

    8. Measure your results

    We are close to achieving our goal. It’s time to assess the results.

    Here are some measures to determine if your sales funnel is working effectively:

    • Conversion rate: The conversion rate can be described as the single most important measure that offers clear data about the effectiveness of your funnel for conversions to e-commerce.

    A well-designed e-commerce funnel will boost the rate of conversion. If you don’t see any improvement in your conversion rate, you must find the leaks and repair them.


    To design a successful sales funnel, it is essential to be aware of how each step of the buyer’s experience works and the reasons behind it. A well-planned planned marketing process will help you acquire new leads, keep customers who are already there and increase brand recognition to ensure a better future for e-commerce.

    The business intelligence instruments and analysis can assist you in determining which strategies for marketing work best to build a solid sales funnel.

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