Challenges in prospecting clients
One of the biggest challenges is predicting sales demand, especially in companies where sales and marketing teams have a passive role in the processes. Even if the company has recurring revenue, the coming and going of customers can be another influencing factor. Therefore, the only sure way to collect is customer prospecting.
There are several challenges involved in this prospecting process, from lack of time to fear of customer rejection. This is where the importance of digital marketing comes into play in the customer prospecting process , bitcoin email address lists with the generation and qualification of dirige from marketing to sales.
Digital marketing in the sales process
But then, how to use digital marketing in the sales process?
First, you need to understand what your customer wants. What does your business have to solve that particular problem or pain point of your customer? What are the benefits your business can bring to the customer?
Conduct research, talk to your current customers, research your competitors, and create a strategy based on this information. With this information in hand, you can begin implementing processes (including automated ones) to attract customers.
How the attraction process works
As we talk about digital marketing, the best way to prospect clients is to attract them to you. There are active ways to reach out to your clients, using platforms like LinkedIn, if your business is B2B. Still, the most effective way is to get your client to find you.
The first step is to set up a corporate blog . At this point, marketing and sales must be aligned, so that the customer's pain points are understood and the main objections are raised. One of the functions of the blog, in fact, is to break down these objections, so that the sales team does not waste time arguing with potential customers.
The creation of the blog will take into account SEO (Search Engine Optimization) and SEM (Marketing en Motores de Búsqueda) strategies , with the aim of attracting potential customer traffic to the website. This includes good work on social media and paid media, with the use of various digital marketing tools.
Thus, with an efficient lead generation strategy, it is possible to establish a horizontal and permanent prospecting process, with qualification of the generated leads, which is then used for internal marketing . In this way, the sales team will not waste time on cold contacts with few results.
Integrating marketing and sales
An essential point of the lead generation process for prospecting clients will be the integration between the teams. Internal marketing is the attraction strategy that, combined with internal sales , brings very expressive results.
The lead that comes through marketing must be qualified and handed over to the sales team, who will close the deal. This entire process must be determined between the teams, aligned and constantly adjusted .
This is a crucial point, and it is very common that this integration does not occur, damaging all the inbound marketing work, with bad consequences on the cost of customer acquisition. But if the process is well defined and reviewed frequently, the results will be excellent and the company will have digital marketing as a great ally in its customer prospecting .
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