We've explored non-linear journeys, category creation, and decision psychology. Now let's examine funnel velocity - how fast buyers actually move through each stage.
Funnel velocity isn't just about conversion rates. It's about understanding what makes buyers accelerate or get stuck at different points.
Engagement Message
Name one factor that sped up or slowed down your last major purchase.
Funnel velocity measures the time between key buyer actions: first visit to email signup, demo request to proposal, proposal to close.
Fast velocity means shorter sales cycles and higher conversion rates. Slow velocity often signals friction, confusion, or lack of urgency.
Engagement Message
Which do you think impacts revenue more - higher conversion rates or faster progression speed?
Here's what slows buyers down: too many choices, unclear next steps, missing information, and internal approval processes.
These "friction points" create bottlenecks where buyers get stuck, lose momentum, or abandon their journey entirely.
Engagement Message
Can you think of a time when too many options made your buying decision harder?
Velocity accelerators work oppositely: clear calls-to-action, progressive information revelation, social proof at transition points, and urgency without pressure.
The goal isn't rushing buyers - it's removing obstacles that unnecessarily slow their natural progression.
Engagement Message
What's one thing that typically helps you move faster from research to action?
Different funnel stages have different velocity patterns. Awareness-to-consideration moves slowly as buyers educate themselves. Consideration-to-decision can be instant or drag for months.
Understanding these natural rhythms helps you identify when velocity is abnormally slow and needs intervention.
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