A common question when optimizing a sales funnel is: at which step are people leaving the most?

It is the first step. It is always the first step.

A startup unaware of its sales funnel is losing leads for not having any process to capture them. They might be working hard to get the product out but ignoring the users knocking on the door.

The fact that you don’t know your sales funnel doesn’t mean that you don’t have one.

For a tech-sophisticated D2C company the highest drop-off rate is in the first step. Same as with the naive startup.

Before going on reducing the drop-off rate, focus on the referral channel. A better question to ask is: which channel (organic or paid) is bringing more people?


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Leo Celis