Here, it is important to focus your efforts on the buyer persona to understand whether the lead is worth pursuing or not. This can be done with forms, email subscriptions, and Google searches . Here are some points to consider:
Demographic Factor
Social class, years of experience, position, annual salary, location, among others.
Company Factor
Company name, size, annual revenue, location, among others.
BANT factor
Does the lead have enough budget to italy phone number resource purchase the product or service? Does it really meet a need?
Website analysis
How much time do customers spend on your website ? Do they leave comments on your blog ? Do they visit your most important (sales) pages?
Email Analysis
About the open and click rate, newsletter responses and form subscriptions to receive an e-book or other free content.
Social Network Analysis
If leads follow the brand on social media, share content and engage with profiles or pages.
How to put it into practice successfully?
To use this methodology, you need to understand that marketing leads are at the top of the funnel, while sales leads are near the bottom of the funnel. Check out some tips on how to apply it!
Custom content
The conquest phase requires personalized actions , sending the ideal material to the person at the right time. It is important to involve people to bring them closer and, thus, make the decision to buy.
One example is email campaigns , which should be personal and customized according to the interests and behavior of potential customers. A tip for this step to be executed well is to segment the list with specific groups , use the recipient's name at the top and add some information about your company.
Set a proper schedule for the content that will be sent so that you have time to digest the information. Recurrent emailing is not recommended , as it can result in losing the lead .