Customers are the most important asset for a company. Although all its collaborators are the ones who make things work and who are in charge of adding value, the clients are the ones who allow the flow of capital to undertake multiple efforts. However, to have clients, you must first have prospects with whom the marketing and sales team can work through a strategy that aims to grow the company. It’s not just attracting more, but doing it in a scalable way. Although we would like everyone who shows an interest in our product or service to become a customer, the reality is that at least half of initial prospects have no use for the products and services we sell, (Sales Statistics Lab).
Inbound strategies for This means that in addition to having to make constant efforts to generate new prospects, it is also necessary to implement strategies to nurture and build relationships so that more leads translate into customers. Both efforts are benefited by inbound marketing , a methodology that combines various marketing strategies and seeks to accompany and provide value to the user throughout the purchase process. Inbound marketing is a methodology that can take time to show its greatest results.
The Generation Of New Prospects
This doesn’t mean you can’t put lead generation strategies into action from the start. To understand this better, let’s review the stages that inbound marketing is based on and how actions can be created in each stage. attraction stage During this stage we seek to attract strangers business opportunity seekers who become prospects. The most used strategies to achieve this are paid campaigns and content strategies on the blog and social networks through which content offers can be made known to help them solve their doubts at each stage. content marketing One of the pillars of Inbound Marketing is the content, whether it is web content, recruitment offers or the creation of blog articles.
If we want to attract prospects in the early stages we must have a solid content strategy. That allows us to leverage the generation of contacts through medium and long term. PPC or pay per click Although PPC efforts are classified as outbound, this depends on its implementation. It is not the same that a payroll announcement appears in the timeline of a human resources director. Than in that of a marketing director. A PPC strategy will come to generate quality prospects in the short term. consideration stage. At this stage, users can be offered offers such as case studies. Webinars or whitepapers that help them narrow down the options that can meet their needs.
That Of A Marketing Director
These are usually offers within the website and in blog posts with related topics. Qualify the different prospects Who hasn’t heard salespeople complain about spending too much time with unqualified prospects? Lead scoring or prospect qualification allows knowing. The prospect’s interest by measuring the pages they have visited and the number of times. They have done so, their interaction with emails, content offers, etc. This allows the sales team to pay more attention to you and focus their efforts on these types of prospects.