5 Funnel Optimization Techniques To Max Out Your Conversions

Alexis Abadayan

So, you have a business you love, and you’re visualizing the great benefits your products and services can provide for your customers.

Your ultimate goal is to take website visitors and turn them into paying customers, time after time. 

But, you’re not seeing that happen, and you’re not sure why.

Have you tried funnel optimization?

Optimizing funnels is an easy way to increase conversion rate optimization (CRO), whether you’re using sales funnels, webinar funnels, video marketing funnels, home page funnels, or even subscription funnels.

After reading this, you’ll know how to procure better conversion rates with just a few tweaks once you understand the metrics behind conversion funnel optimization. Plus, stay to the end for the biggest needle-mover.

What is a marketing funnel?

A marketing funnel is a visual representation of the customer journey from the moment they engage with the brand through their conversion to your offer.

funnel optimization marketing plan graphic
A good marketing plan understands your customers’ conversion path – source

There are several different stages a prospective customer goes through from the top of the funnel, when they first learn about your brand, to the bottom of the funnel, where they complete your desired action.

Let’s take a look at them.

What is the AIDA model?

The AIDA model was created by Elias St. Elmo Lewis to describe the relationship between customers and businesses, consisting of four different stages:

  • Awareness
  • Interest
  • Desire
  • Action
funnel optimization traditional marketing funnel
Traditional marketing funnel

It is important to keep these steps in mind while optimizing your funnel to make sure your marketing efforts match your level of traffic and intent.

Try our marketing plan to make marketing easy.

Awareness 

The first step of the marketing funnel is the awareness stage.

This stage happens when you make potential customers aware that your products or services are the solutions to their problems.

Interest

Interest comes next.

At this stage, customers want to know more about your offer and start doing more research about your brand. They want to know if your products or services are something they should consider investing in.

Desire 

At this stage of the funnel, customers want what you have. 

It’s your job to nudge customers and convert the now high-intent customers — high-intent because they’re near the bottom of the funnel — into paying customers. The key is to engage consumers and make them choose your products or services over your competitors.

Action 

The last step of the funnel is action.

This is the stage where the prospective customer decides whether to download your gated content, purchase your products or services, etc.

Now that you’re refreshed on the marketing funnel itself, let’s get into the 5 techniques you came for.

How to implement funnel optimization for CRO

Technique #1: Create brand value 

Without brand loyalty, what keeps customers buying from another company if they feel the other company has something yours doesn’t?

When you increase brand loyalty, you consequently raise their willingness to pay for your products or services and add a “brand premium” of sorts.

A great example of leveraging brand loyalty to create desire is Hermès.

funnel optimization hermes logo
Hermès logo – source

According to a 2017 Deloitte study, Hermès outperformed their competitors and earned 21.1% in net profit sales, far above LVMH (10.5%) and the Richemont Group (11.36%).

With bags ranging from $40,000 to $500,000, customers buy these bags because they want the Hermès brand.

Their customers buy into Hermès identity, its artisans, innovation, and family-owned practice, which creates a brand story that procures brand loyalty from those who see value in those characteristics.

To create brand value and loyalty, solidify what makes your products or services unique to your company and what “brand premium” you offer by creating unique value propositions (UVPs), just like Hermès.

Technique #2: Know your audience 

To sell your products or services to people, you must understand your audience. 

funnel optimization know your audience graphic
Decide who you’re trying to reach – source

Start with a wide audience 

When you’re looking to capture leads, use mass marketing campaigns to reach your prospective customers.

This is most important when you are in the awareness stage of the marketing funnel since that’s when the audience pool is the largest.

If you can target the right demographic, you can start optimizing your funnel, which saves you time, money, and resources, while improving your conversions.

Create buyer personas 

When you create buyer personas, fictional representations of your ideal customers, you can more easily understand the needs and frustrations of your prospective customers.

Buyer personas include demographic information like age, gender, income, location, etc. in addition to relevant information like buying habits, lifestyles, goals, and motivations.

funnel optimization customers
Consider the needs and frustrations of your customers – source

The more niche your products or services are, the more specific these personas may be. As you continue researching your audience, you’ll be able to have a greater understanding of who they are and what they do, which will help you strategize better ways to convert them.

Choose the right medium 

When you have solidified your audience, you can figure out the best way to target them.

funnel optimization choose right medium
Find out which marketing avenues your customers respond to best – source

When you’re just starting, try using low-threat avenues like blogs, SEO, social media, and email marketing, because you’re just trying to understand what your target demographic is or isn’t interested in.

Once you have a better understanding of your customers, you can try things more specific to your target audience’s interests, like specific social media platforms.

Read more about the different types of digital marketing approaches here.

Technique #3: Analyze your landing pages 

When you analyze your landing pages, consider A/B testing the following elements to optimize your funnel.

funnel optimization dribble
Follow us on Dribbble to see more of our work

Headlines and copy 

Testing different headlines will allow you to find the features or benefits of your products or services that resonate with your audience’s interests the most.

When you’re testing copy changes, you’ll find out if you're explaining your brand and the offer in ways that your audience can understand.

These are our best tips for writing headlines and copy to improve your conversion rate optimization.

Color 

You can try using different colors to draw attention to certain areas of your landing pages to create emphasis.

Highlighting your call-to-action (CTA) buttons, specific words, or statistics in a different color can improve your conversions, as people will be more likely to click on your CTA button when it stands out and stop and read phrases that are in a different color if they’re skimming your content.

CTAs 

CTAs are all about converting your prospective customers to transition from the desire stage to the action stage in your marketing funnel.

Strong CTAs are ones that directly relate to your content. For example, “Get my free trial!” if you are offering a 30-day free trial.

Here are some of our best CTA examples.

In addition to including them on your landing pages, they should also be present in promotional emails to make buying your products or services more convenient and therefore, more enticing.

Remember to make them pop with color or bold text, and you’re good to go.

Technique #4: Use social proof 

The Sprout Social Index found that 45% of consumers are more likely to consider a product or service when it’s relatable.

Great forms of social proof include customer reviews, testimonials, and case studies because people want to know that other people have tried your products or services and if they would recommend them.

funnel optimization video testimonials
Our case studies

Read more examples of content marketing that works here, along with our best tips for using social proof and customer testimonials.

Technique #5: Focus on relationships 

The best technique for optimizing your funnel is to prioritize building relationships first.

funnel optimization g2 review
Build relationships to build your business

If you approach this process with the intent to build trust and long-lasting relationships with your customers as opposed to just trying to improve conversions, you’ll ultimately see more success with continuous support from your customers to help you build your brand.

This is how you gain repeat customers and brand advocates.

Focusing on relationships also builds retention and increases your chances for referrals.

Ready to get started?

There you go. Those are our best techniques to optimize your funnel.

Although no two businesses are exactly alike, these are great general tips.

You may find more value in certain techniques than others, but that’s what testing is for. See what works for your business and capitalize on it to improve your conversion rate. To learn more about our recommendations to optimize your funnel further, as well as other marketing tools you may find helpful, read our in-depth insights on the traditional marketing funnel process and this book by Pat Flynn.

Chapter 3:
CRO Strategies

What You’ll Learn: You understand CRO, you know how to accurately test, now what tried & true strategies can you put to the test?

Chapter 4:
CRO Tips and Tricks

What You’ll Learn: Sometimes one new idea is all you need to get a new test to perform better. Here are some tips and tricks to take you further.

Chapter 5:
Optimize Your Landing Page

What You’ll Learn: Landing pages are created specifically for conversions so it’s where CRO can really take the cake. These are probably already on your landing page—but could be better.

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