And how do we achieve this?
We start from the basis that we have knowledge of your sector and ours, we are able to position ourselves and have a clear idea of our value, we know the type of client and their needs, and we know, thanks to our experience and our sales team, what cycle or path our client follows to obtain one of our services. For this reason, we must anticipate each step of our future client throughout our sales cycle .
When a customer visits our site or does research about us, they are looking to solve a problem in most cases. But generally it is not at that precise moment when they want or can solve it, especially in the B2B field africa mobile whatsapp number They have to investigate, study, learn, compare, evaluate and make a decision, and generally before buying they need the consensus and approval of the decision-making bodies of their company. Through our content, experience and value, we must know how to meet the needs at each step. This automated process is what is called Lead Nurturing and consists of generating a series of communications or documents to feed our future customer throughout the purchasing process, establishing a content relationship with them to help them make a decision.
We must be able to define what documentation a client needs to make decisions and design a flow of shipments that provide valuable information.
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Lead Nurturing is nothing more than an automated workflow based on a series of communications with a potential client in which each step has the objective of getting our Prospect to advance throughout the sales cycle . This flow must be designed so that each phase answers a series of questions and needs that help us qualify the lead and allow us to continuously optimize said flow.
In our Lead Nurturing strategy we must take into account that the Prospect goes through a series of states in which he demands or needs a specific type of information:
Research Phase
Prospects are aware that they have a problem or need and that they need a solution. In this way, they begin a process, consciously or unconsciously, of searching for information based on documents such as :
Whitepapers.
Guides.
Tips.
eBooks.
Checklists.
Videos
More specific search criteria
The Prospect recognizes the need for a solution like ours, he knows that our solution can bring value to him. He looks for arguments and details to defend his choice before his department or decision-making bodies and demonstrate that it is the right solution.
Webinars, Seminars
Case Studies
Product Data Sheets
Catalogs
Supplier Evaluation
This is the last step before formalizing a meeting or consultation. You know what solution you need, and now it's time to define which provider best fits your requirements or needs and fits best into your budget or the profile of the providers you work with.
Trial, Demos
Consultancies
Offers, packages, coupons.
These three steps comply with any Standard Sales Funnel in its three sections: Top of the Funnel , Middle of the Funnel and Bottom of the Funnel . Every Prospect goes through these three states and remains in them for the time appropriate to their needs and our Lead Scoring plan according to their needs and interactions with our platform and workflows .
The Prospect will exit these states when their information needs are met, their projects take a different path, or one of the two takes the step of establishing a more direct relationship to formalize a business relationship.
Ultimately, it is about helping and “educating” a Prospect , based on content and providing added value, until they are ready to become our client. In this way, we ensure that Cold or long-term Leads are not lost in time and are transferred to the sales department at the right time.
