Here is a funnelling model of marketing (find, invite, present, close-to-action, follow-through) which uses the acronyms for the FIIM Areas of Purpose.
Find
The first stage of your marketing funnel is to find prospects. The Areas of Purpose which directly relate to finding potential customers are:
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Presentation
Once someone has clicked through on our invitation we can now present what we have. This will usually be done on web pages, sometime by email, or perhaps teleconference, webinars, etc.
Close to action
Here we elicit a decision of action in the prospect. Either to buy, opt-in, request more info, make contact, run for the hills, etc.
This stage happens usually via WESUP at the end of the presentation, or may in fact happen over a longer period of time via a follow-through process in DEEBOP.
Follow through
If they don’t buy immediately then you can enter them in a prospect follow-through process in DEEBOP.
If they have bought, then you can provide a customer follow-through process via DEEBOP.
Either way they can be invited to a different product at another time.
The FIIM Funnel diagram demonstrates how all aspects of online marketing fit together.
Sales Pipeline
Corporate marketing and sales managers must regularly report performance on a sales pipeline report, including a table like this:
[coming soon]
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