In our recent blog, we talked about the best types of content for each stage of buyer’s journey. Now that we know what to do during the process, in order to offer them adequate content to our prospects, we have to know what stage they are in.
In this blog we’ll explain the best techniques of 1) how to define the buyer’s journey stage of our prospectsand 2) how to warm the leads so that they take action and move forward towards the steps of consideration and decision.
How to define the stage?
There are several techniques to define and automate the movements of our prospects in buyer’s journey. Visitors who come to our website for the first time and haven’t take any action are obviously on the first step of awareness.
If you are using a marketing automation tool or CRM, you can set rules according to which your prospects go from one stage to another. For example, a “light” action, such as downloading an eBook or subscribing to your blog or other content can convert it to a lead, and automatically move it from awareness to consideration.
From consideration to decision
Your prospect is already aware of your product and is showing interest in your content. Now is a good time to start promoting your services through email and direct marketing.
Offer him more free and educational contents along with the possibility to contact you to know more about the solutions you have for him. When he takes this action he’s ready to buy, and it’s not till here that he should be contacted from sales.
You are now ready to segment your prospects in the stages of buyer’s journey! Do you have questions or do you want to add something in this post? We look forward to your comments!
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