In this way, when we pass the lead to the sales department, they should already be ready to buy ( Lead BANT ).
It involves carrying out Outbound campaigns to attract attention and ivory coast phone number list awaken interest. This allows us to increase the lead funnel in the short term and then, through Inbound methodologies , direct them to our website and our Landing Pages through attractive Call-to-Actions that reveal valuable content and offers that lead them to the final purchase process.
2-. Define the ideal target-client
Using the experience of your sales department, product managers and your own library of success stories , you must determine what your prospects are like and what habits they have. This will give you a competitive advantage that will allow you to identify and know your prospects at all times and consequently know how to act, what documentation to generate and know the state or moment of the purchasing process in which they are.
Once contact has been established, we need to think about what strategy we are going to follow in terms of the value we offer to accompany our prospect in their purchasing process. We need to support our offer with value that convinces them that we are the solution, the best solution for their needs. This section is essential for defining Lead Routing and Lead Nurturing strategies.
3-. Align the Marketing and Sales departments
This is one of the most difficult processes. Sales and Marketing departments have to be aligned, not only on objectives, but also on the definitions and processes that classify opportunities and leads for those objectives.
Both departments must establish a common definition of what a lead is, and what a Qualified Lead is . At the same time, they must establish and determine a scale of statuses to determine a follow-up and monitoring flow for the LEAD. It is important to align these statuses with the sources from which the Lead comes. Finally, and taking into account this scale of values, they must determine when a Lead stops being from Marketing and becomes from Sales.
4-. Generate Valuable Content-Lead Nurturing
The purchasing process is not easy. Often our prospects will encounter difficulties. Knowing how they think gives us the advantage to anticipate and prepare the necessary documentation or documents so that the wear and tear, and therefore the risk of losing them, is minimal. For this, it is very important that we use our documentation such as datasheets, whitepapers, videos, etc., and when the time comes, we use our success stories to give the final push in the decision of our prospect. Our future client.
5-. Follow and qualify the actions of Prospect-Lead Scoring .
Not all prospects do the same thing, demand the same information and need the same amount of time to decide. Based on our experience and that of our marketing and sales team, we must give a value to each action that our prospect requests. We agree that a client who reads an article on our blog and downloads the attached PDF does not have the same value for us as one who requests a commercial demo to try a certain product, having previously subscribed to an offer. The latter will have more value because they have surely already had more iterations with our content, website, blog, landing page, etc. This is the time to put our scale of values into practice to grant hierarchies and timings to our prospects and detect those with a higher score who will be the first to reach the definitive line where the LEAD becomes a Sale.
