What is the purchase funnel?
The sales funnel describes the customer journey from being unaware of a company to becoming a paying customer. It is usually divided into three stages: the top of the funnel, the middle of the funnel, and the bottom of the funnel. At the top of the funnel, the customer becomes aware of a need, in the middle they search for solutions, and at the bottom they make a purchase decision.
Top of the sales funnel
The top of the funnel includes the very first step the customer takes in the buying process. This is where a customer realizes they have a problem or a need they want to address. In this phase, they look for new information to explore possible solutions to the problem. Here, businesses have a golden opportunity to capture the customer’s attention and attract them with relevant information.
Middle of the sales funnel
In the middle of the purchase funnel, the customer has identified the problem and is now actively searching for the best option to meet their needs. At this stage, it is important to showcase to potential leads what your company can offer.
Bottom of the sales funnel
The bottom of the sales funnel refers to the stage where a lead has reached the final phase of the buying process. At this stage, the prospect has now become what we call a warm lead, and is ready to make a purchase decision. This is a critical moment where your company has a unique opportunity to influence the prospect to complete a purchase. For more information about a marketing strategy built around the sales funnel, read our inbound marketing guide here:
