Similar to scoring your leads, you should map your leads to where they are in the Buyer’s Journey. The stages of the Buyer’s Journey include the Epiphany stage, the Awareness stage, the Consideration stage, and the Decision stage. Epiphany The person isn’t necessarily looking for anything. They’re likely focused on improving their business, but unaware of any problems. As a seller, you’ll likely reach these people through your marketing campaigns that aim to make them aware of business issues. Awareness The person knows they have a problem. They may be looking for solutions, but aren’t necessarily in buying mode. This is where your brand can publish content that educates people on the problem and consequences, and then presents possible solutions.
Consideration The person has identified possible solutions to their problem and is weighing their options. They may sign up for free consultations or download resources. This is where you can follow up and talk about the USP of your Phone Number Database offer and how it may be the best solution to their problem. Decision Your lead has made a decision to solve their problem and is now deciding on the right vendor. If you’ve already had a conversation with them, this is your time to close the deal. The key here is matching their pain points with the solutions (offerings) you have to offer. This entire journey can take years or it can take a few months. By the time a lead reaches out to you, they are likely in the consideration stage.
Then, it’s your job to explain how your brand stands out from the competition and is able to address all of the problems the person/business is facing. When following up, within a few minutes after your first consultation call, it may make sense at the bottom of the funnel, hitting up a cold lead who is in the Epiphany or Awareness stage but it may scare them off. To gauge where they are at in Buyer’s Journey, consider: What offer did they opt into? Based on their communication with your brand, what seems to be their level of interest? Are they aware that they have a problem? Have they just “shopping around”? Did they ask for a quote? The lower a lead is in the funnel, the faster you are going to want to follow up, as they are quickly approaching the Decision stage.
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