Blog

Use Your Sales Funnel to Target More Qualified Leads Online

Feb 16, 2023 | Marketing

Marketing Blog

Customer acquisition efforts are most effective when you use each stage of your sales funnel to target online leads. Capturing prospects in every part of the buyer’s journey ensures your sales funnel stays full and active as you push them toward conversion. However, the qualified leads at the bottom of the sales funnel are undoubtedly more valuable. Is your business doing enough to gather bottom-of-the-funnel leads online? Chances are that the answer is no — it can be notoriously tricky to reach these valuable prospects regularly. Here’s how you can improve your multichannel marketing and online lead generation with your sales funnel.

Use Your Sales Funnel to Identify the Most Valuable Leads Online

From a marketing perspective, let’s look at what “bottom of the funnel” means. The concept is simple: People move through your marketing funnel, learning more about your business until they’re finally ready to retain your services. When people start this journey online, they’re a much larger group — but their numbers get smaller over time.

At the top of your sales funnel, your business appears to most online prospects via search engine results. It could also involve showing an advertisement or sponsored content to specific online leads you’re trying to target. The middle of the sales funnel is even smaller as prospects peel away due to life changes or choosing the competition. The bottom of the funnel is smaller, but prospects still interested in your business are very valuable. Why? Because they know what your company does and how it works, and they are still interested in your services. They are warm leads, and you have a good chance of converting these into clients.

You need a strategy in place to target online lead generation as they pass through different stages in your sales funnel. Since the most qualified leads are at the bottom of your sales funnel, start there and work backward.

Tips for Getting Qualified Leads to Become Your Clients

Of course, using your new marketing strategy for online lead generation is step one for acquiring new clients. You also need to convert them to see a solid return on your marketing investment. Below are three ideas to help you close more clients every month:

1. Offer Free Consultations or Seminars

The bottom of your sales funnel holds a special place in acquiring new clients for your business. So any prospects who made it this far deserve extraordinary attention. Think of it this way: A new client could create an additional income stream for your business. That’s why it pays to go the extra mile when considering the best way to market to these qualified leads.

Offering a potential client a free consultation, inviting them to a dinner seminar or educational workshop, or saving them a spot at your upcoming webinar might be just what they need to become a client. Focus your attention on your online lead generation that’s made it to the bottom of the funnel with freebies and extras that can push them over the edge.

But don’t stop there! Personalized, handwritten welcome notes and thank-you cards sent out after your initial meeting or free consultation can be a very powerful tool in setting your business apart from the crowd.

2. Create Drip Email Marketing Campaigns

Drip campaigns are short emails sent to unconverted leads on a set schedule. These automated messages go out at strategic times to accomplish a specific business goal. In this case, use drip marketing emails to nurture your qualified leads until they reach the bottom of your sales funnel.

For instance, if you connect with a prospect online and they download information about your business, follow up a few days later with something else that might interest them. A similar collateral piece, a blog about the same topic, or something else that might push them to want to learn more. Continue this until the prospect converts!

Even better? It works. Drip campaigns can generate a 50% increase in sales conversions. Nurture those qualified leads until they’re ready to convert!

Get Your Free Guide for Closing More Business

Get your step-by-step guide to connect, engage, and turn more prospects into clients.

3. Outsource Client Acquisition Efforts

Don’t have a dedicated staff to manage your qualified leads as they pass through your sales funnel? Outsource your customer acquisition efforts. Maintaining a robust online marketing funnel for a small business or solo practitioner is often challenging. You’re so busy running your business and serving your clients that your marketing strategy is an afterthought.

Without dedicated staff to target leads online once they hit the bottom of your sales funnel, outsourcing is your best option. Partnering with a proven industry leader like LeadingResponse ensures you’ll get the best prospects. New client acquisition for the professional services industry is our focus, and no one does it better.

Whether you need legal leads sent to you in real-time or financial prospects connected to fill your webinars, seminars, educational workshops, or other marketing events, we have the experience and solutions to get you connected.

Let LeadingResponse help you get a jumpstart on your customer acquisition program with quality leads and marketing solutions that can grow your business this year. Contact us for your free consultation!

Get started today!

Call us at 800.660.2550
or fill out the form below:

We respect your right to privacy.
Skip the form? Click HERE.

Items on a desk, including a laptop open to graphics and the word PPC, a glass with pencils, a notepad, and a pair of glasses.
Jun 16 2025

Innovative Approaches to Estate Planning Attorney Marketing in the Digital Age

Among marketing strategies, pay-per-click (PPC) advertising stands out as one of the most...
Financial advisor speaks to a crowd, with lots of hands raised for questions
Jun 12 2025

Building Your Brand: Establishing Authority through Financial Planning Seminars

Financial seminars have emerged as one of the most powerful tools for establishing credibility,...
Professional man stands in front of a large wall covered in light blue and white marketing metrics and graphics
Jun 05 2025

Measuring Success: Key Metrics for Evaluating Preneed Marketing Campaigns

Whatever your funeral home marketing strategy, tracking what’s working helps you do more of what...
Blue paper with a segment torn. Underneath the tear, is says "Storytelling is the best marketing"
Jun 02 2025

The Power of Storytelling: Using Narratives to Connect with Clients in Estate Planning Advertising

How do successful estate planning attorneys break through hesitation and grow their firm? The...
An archery target sits at the bottom of the image with a red dart in the center
May 29 2025

Avoid These Common Mistakes When Targeting Your Audience

If you want to refine your marketing strategy and ensure you’re reaching the right people, it’s...
Black chalkboard with Marketing Strategies and other marketing related words in white chalk
May 22 2025

Crafting a Comprehensive Estate Planning Marketing Strategy

To grow your client base you need more than just experience. You need a robust estate planning...
Black background with two road signs pointing in opposite directions. One says Right, and one says Wrong.
May 19 2025

5 Signs You’re Targeting the Wrong Audience

Let’s explore five telling signs that you may be targeting the wrong audience, how this misstep...
Mature couple sitting at a table with a preneed provider discussing arrangements
May 15 2025

Informing and Empowering Consumers in Preneed Planning

When families think about the future, they often focus on savings, retirement, and protecting...
Hand appears on the left side of the image holding a magnet. Small magnetic people are lined up and being pulled up.
May 01 2025

The Ultimate Guide to Lead Generation: Fueling Growth Across Industries

Lead generation isn’t just a part of your marketing strategy, it is the strategy. This guide...
Group of professionals sit at a desk, reviewing their marketing strategy.
Apr 28 2025

Next Steps for Success After Completing a Marketing Campaign

Marketing isn’t just about getting your name out there—it’s about ensuring your...
Popular Topics