We all know that prospects come to us in various stages of readiness to buy your products or services. A good marketer will acknowledge that and create low-hurdle ways for your prospects to stay connected to your business. Then, when circumstances change, its easy for you to find each other.
For example, prospects would want to know if you are having a sale, introducing a new package, adding a set of services/products, or have received a new credential. Unless you are capturing some contact information from your prospects, you won’t be able to keep them informed. Conversely, you would want to be top of mind when a prospect is doing budget planning, has received additional funding, or has a new business problem that you can solve.
Knowing the answer to these questions will help you establish your marketing funnel:
- How many different type of prospects are looking for my products or services?
- What stages does each prospect type go through when making buying decisions? And when do they need personal contact with your company?
- What do I have to offer as part of a digital exchange with prospects?
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