Competitive Intelligence: Online Sales Funnels

• Wikipedia:
  • Sales tunnel (also called a Sales Funnel to emphasise the volumetric changes in deals) is the way that both direct sales persons and CRM systems visualise the sales process of a company.
  • The structure may start at various process steps (e.g. a sales lead, or later, a sales offer) to a closed/finished contract or Deal Transaction
  • Building a sales funnel requires working with search engine optimization, email newsletter distribution, discussion board entries, advertisements, affiliate activities and more. In fact, any way that additional links can be provided so that a potential customer can begin a conversation with a business, is educated about that business' products/services, or is provided with concepts and propositions that will eventually lead to a sale.
  • A funnel is usually laid down over time and is the result of continuous activity of marketers in online activities.

Check what your competitors are selling (movie tickets, DVD) and how do they do it.

Example:

Sunday In Kigali: Competitor: Hotel Rwanda

• DVD Cover Pic
• DVD Features Page
• DVD Online Shop (Sony)

 

The Sales Funnel process will usually include

• Online Newsletter subscription
• Ads (banner ads, video ads, text or hyperlinks) referring to the movie or merchandising being sold
• Referral System (i.e. send to a friend)

 

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