In an Inbound Marketing strategy, understanding prospecting for leads is essential to continue a series of activities that will lead unknown users to become loyal customers.
That’s because prospecting potential customers include several marketing strategies, such as the sales funnel concept, the use of tools such as CRM, and many others. TOP 15 Marketing Tips on WhatsApp
All so that the objective of attracting new customers — or leads, is accomplished and the company can obtain the best results in each action it takes.
In this article, we will introduce you to what prospecting is and how to do it effectively. Keep reading!
What is lead prospecting?
Lead prospecting is nothing more than attracting potential customers. This strategy seeks users who have a profile of the company’s ideal customer and may or may not know the brand.
There are more qualified leads and there are less qualified leads, but in a way, they all enter your company’s funnel because they show some interest in what you have to say.
To understand what a potential customer is, you need to keep in mind who these people are. That’s why the definition of persona is so important for this strategy. 4 Best Strategies to Generate Leads at Events
However, it’s important to understand that potential customers aren’t always ready to make a purchase.
As we said above, leads that don’t have qualified goods will depend on the user’s alignment with your company’s persona and the stage of the purchase journey they are in.
Lead prospecting does not deliver a list of ready-to-buy customers, in fact, it distributes a catalog with potential people and the company must create methods that serve to attract them — through a sales funnel app, for example.
How to find potential customers?
Now that you understand what prospecting for leads is, it’s time to learn how to find these people in the market.
For this, we have prepared the three main steps to have a successful prospecting in your company.
1. Know who your persona is
Understanding your company’s persona is the first step to understanding how and for whom to position the content offered in the sales funnel.
A persona is a detailed description of an ideal customer. Consider not just data like age, gender, and location, but also information like:
- Internet interests;
- Hobbies and much more.
By defining who the persona your company was designed to serve is, you will know the right approach.
For example: instead of using serious terms for a young persona, between 18 and 25 years old who assiduously uses the internet, having this profile drawn will be easier to create communications with a more colloquial language and even apply memes and topics that have gone viral. How to Generate More Leads for Your Small Business?
2. Use lead capture tools
Today, there are tools available on the market capable of creating effective lead capture forms. They help from creating pages to tracking leads on the internet.
All of this contributes to your strategic results and improves team productivity. Not to mention that many of the lead control steps are also done through marketing automation systems.
Still talking about these tools, we can mention the use of Sales CRM.
In short, CRM is software created precisely to optimize and improve customer attraction and retention strategies. That’s because, this system is able to gather, filter, and deliver reports from potential customers.
And the best: currently it is possible to use free CRM systems to test and pay for the full version of the one that meets all the needs of your company. How to Attract More Customers on the Internet
3. Develop content for each stage of the customer journey
In addition to defining the persona profile, it is important to discover the stages of the sales funnel and understand the moment of each lead.
Users in the discovery and learning phase are less likely to convert to the landing page. Therefore, the best thing to do is to create content for this group in an educational tone.
That way, you can build a relationship with these potential customers and put yourself on the brand they consider choosing to solve their problem.
In a nutshell, deliver content at each stage of the funnel that can pique the interest of potential customers.
Therefore, it is important that you study as much as possible about the sales funnel and, thus, understand what language to offer at each stage.
Choose the right platform
Finally, it is important to emphasize the importance of choosing the right platform to prospect leads. Today, the most common formats are blogs specialized in your company’s field, Google ads, and social networks.
However, this analysis must be carried out with great care. Try to identify which is the most used by your persona and, together with the flat CRM — if you have it, it will be possible to efficiently define were to make the content available. B2B Lead Generation: How to get the right leads
Thus, little by little your company will stand out in the market and potential customers will emerge.