We often think of sales teams doing prospecting the hard way: the sales rep knocking on doors, the telemarketer running into secretarial obstacles. Today, digital technology offers new ways of doing things and reinvents prospecting methods.
Switch to inbound marketing
Marketing has evolved
The excess of requests has tired the recipients. Faced with the excess of requests, they have implemented strategies to protect themselves . As a result, traditional prospecting methods , such as the kazakhstan whatsapp data telephone , are obtaining much lower results than they did five years ago. It is time to change the method, and the new uses of digital technology make it possible. It is the time for inbound marketing .
Inbound reverses the trend
How do you get potential customers to come to you? That's the principle behind inbound marketing . It can be based on different media.
your website
your blog
your newsletters
their social networks
varied content: white papers, case studies, success stories , etc.
These are all ways to “turn up the heat on your prospects.” This is what’s known as lead nurturing .
The nerves of war: the content
Identify your audience
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It's about offering your potential customers quality content . This way, you legitimize your expertise and maintain contact. This is a content marketing strategy. The goal is to better target your content. You need to understand your audience's problems in order to send them a message that will reach them:
a client case similar to yours
a problem specific to your sector
a current issue that is also faced by...
Listen carefully
Potential customers change. If they are not "ripe" for your product today, they may be in a month, three months or a year... How do you know? By listening to them. And to do this, your content can provide some powerful clues :
What blog posts has the prospect read?
How often have they visited your website?
What links have they clicked on?
When did you download your white paper?
All of these signals can be used to measure your maturity level within the conversion funnel . Lead management solutions like Plezi provide you with this analysis . With this information transmitted to your sales team, they can take actions that better fit the expectations they have identified .
Create your standard scenarios
What you need to decide is how much marketing pressure you want to apply. How often should you distribute content? And how should you organize it ? It is important to create standard scenarios. These are paths that are distinguished by different variables. Let's say the person has visited the site once, you can plan to offer him the option to subscribe to the newsletter. Once the newsletter has been sent, if he has been opened and read, you can plan to send a contact email . By systematizing the steps, you save time and you can deal with a larger number of potential customers in a personalized way . This is marketing automation .