Technology and analytics are making it possible for us as marketers to tailor messaging and identify how we strategically place ads, who to target and in a timely manner. But it’s not the marketing and business development teams that are leading the charge. No, the tables have turned.
Consumers are extremely savvy. Everything for the buyer is now at a touch of a button. So, it’s no longer about a sales team closing a deal, it’s about how your business can help.
Here’s our marketing tips on navigating the sales process today so that you implement a successful marketing campaign to generate leads.
What’s the problem?
Do your market research before you get in contact. Has a prospect visited your website? We recommend to our clients to include tactics such as e-newsletter sign up options of forms to download free ebooks.
So, not only are you already helping your prospects by giving them information for free, you are now knowledgeable about what services they are interested in and have a point of discussion when you do contact them.
The decision
The decision to purchase a product or book a service is not as a result of a scripted conversation. It’s very much in the buyer’s court.
The 3 stages of decision making are:
- Awareness: A potential client is aware they have a challenge they need to overcome. So, they begin to search widely online.
- Consideration: A potential customer has researched and now understands the solution they need for their problem. This may be through Google ads they’ve seen, testimonials or advice on social media. The awareness touchpoints are endless, but these are vital to build trust to move your prospect into this consideration phase.
- Decision: The buyer is now searching for specific key phrases (or keywords in search engines) as they know what they want. But, they now need help to purchase it. A chatbot conversation on your website for starters can help filter a response and get the answers your customer needs in a timely manner.
How to get quality leads
It’s about tailoring the sales and marketing process so that you help guide your customer. By creating specific marketing plans for your target audience not only makes the process pleasant for the customer but it helps make your business efficient. By taking time to understand your audience’s challenges and needs, your customer makes a purchase or registers for a service that is right for them. Your customer is then happy, leaves good reviews online, this is then seen by another potential client and the cycle starts again.
Book a consultation
If you would like help with your marketing strategy to nurture leads through your sales funnel, then get in touch with us and book a free consultation. We’re a digital marketing agency in Croydon which also has a specialism in marketing for accountants.