Every business wants more customers but how do you find them and keep them coming back for more? A key tool you should be utilising is a marketing funnel. I’m going to tell you everything you need to know about marketing funnels, why you should be using them and how to get the most out of them.
What is a Marketing Funnel?
A marketing funnel is a visual representation of the steps a potential customer takes from first finding out about your brand to being converted into a paying customer.
The aim of the marketing funnel is to cast a wide net over your target audience to then start to nurture prospective customers through each stage of the funnel, narrowing it down to those people who are likely to buy from you.
What are the Stages of a Marketing Funnel?
There are four key stages of the marketing funnel:
- Awareness: A potential customer discovers your brand, usually through organic content marketing, paid ads or word of mouth.
- Consideration: They feel your brand can help them solve a specific problem and wants to learn more.
- Decision: The prospect has done their research and has decided to become a paying customer.
- Retention: As the marketer, it’s your job to ensure the now paying customer keeps coming back for more.
Why you Should use a Marketing Funnel for Your Outdoor Brand
It’s really important to have a detailed, well thought out marketing funnel for your outdoor brand. Every marketing funnel is unique for every business and will differ depending on your target audience, industry, and business goals.
Without a marketing funnel, it can be hard to determine the best type of content you should be creating as a brand to turn a potential customer into a paying customer.
It’s also a key tool for the marketing team and it will give them insight into the customer journey and whether certain stages need improving.
For example, if you notice you have a lack of repeat business, it could mean your retention stage of the marketing funnel needs some serious work.
Types of Content You Can Use in Your Marketing Funnel
Within each stage, you should be creating quality content that helps to push your target audience down your marketing funnel. Great content will help you turn leads into paying customers, but it will also keep your customers coming back for more.
Here are a few examples of the type of content your outdoor brand should be creating within each stage of your marketing funnel:
- Educational content
- Paid social media ads
- Meeting the team
- Brand story
- Case studies
- Behind the scenes
- Personalised video messages
Outdoor Brand Marketing Funnel Example
I wanted to create an example of a marketing funnel that any outdoor brand could adopt.
First thing’s first, you need to have a marketing strategy in place that outlines who your target audience is, what your business goals are, the marketing channels you will be using, etc.
Once you know who you’re targeting and what you want to achieve, you can start developing your marketing funnel to echo your strategy and start to plan the type of content you need to create within each stage.
To help reach your target audience and to get your brand discovered, here is an example of the type of content you could be publishing in the awareness stages of your marketing funnel:
- Post 1 video a week across your social media channels. - These videos could be anything from how-to videos, office walkthroughs, your production process, vlogs etc.
- Write and share 1 blog a week. – Blogs are a great way to boost your website's SEO, helping you to get found online and they are also great content to share across your social media channels.
- Share 3 photos a week across your marketing channels. – Sharing 'lifestyle' photos can help your target audience get a feel for your product or service and how it relates to their lifestyle.
Now you’ve been discovered, you now need to pinpoint what your audiences’ pain points are and how you can help solve that specific problem.
- Create and publish 1 video case study across your marketing channels a month – Video case studies are ideal for telling stories, especially when it comes to pain points. Drill down on what the customer's problem was, how you helped solve that problem and the results they saw.
- Run weekly paid social media ads– If you’ve managed to push people to your website in the awareness stages, you can re-market to them through paid social media ads. This can help reinforce your brand message and get them back on your website, moving them into the consideration stage.
If the customer has done enough research and feels you’re the brand that can help them solve their specific problem, you need to make it as easy as possible for them to buy from you.
- Include product tags on social – If you’re an outdoor brand that sells products, you’ll need to be sharing high-quality photography of your brands on a weekly basis. To encourage customers to buy from you, add product tags to your posts. This enables customers to quickly navigate to the product they are interested in and hit that all-important buy now button!
- Push prospects to landing pages – Every product or service should have its own landing page with details about that product or what they can expect from working with you. Make sure to have a clear call to action on every page whether that’s to ‘buy now’, 'schedule a meeting' or ‘book now’.
- Share reviews from real customers – Make sure to share reviews and testimonials from existing and past customers. These should be shared across your marketing channels but should also be featured on your website and landing pages. This will make your brand look credible and trustworthy, helping customers move through the decision.
Now you have paying customers, how do you get them coming back for more?
- Run monthly email marketing campaigns – You could send things like exclusive offers, access to events before anyone else or other customer rewards. This will remind past customers of the brand and encourage them to buy from you again.
- Send personalised follow-up messages – A big part of retention is customer service. A week or two after the client has bought from you, why not send a personalised video message or handwritten card asking how they’re getting on with the product or whether they felt they got the most out of your services.