How to connect and re-engage prospects throughout buyer's journey using data
Every potential consumer is on a journey that will ideally culminate in them buying your goods or service. The buyer's journey is often divided into three stages: awareness, consideration, and decision. Customers become aware of an issue they are facing and then weigh their options before opting to spend on a service.
Awareness- Buyers are encountering a critical problem and are becoming aware of the issue they are dealing with at this time. They're searching for help identifying, naming, and framing their problem.
Consideration- Buyers who have reached this stage have recognized their problem and are now looking for viable solutions. Buyers are worried about all of their options, and hopefully, the business is on their selection.
Decision- The buyer has previously recognized their concern and potential solutions and is now confronted with coming to a decision. If you and the potential buyer have progressed past the contemplation stage, now is the time to communicate and close the transaction.
Make data work for you to connect prospects
The data accessible to businesses and how they can use it will most certainly determine the success of their B2B sales efforts. Most CRMs already have a wealth of data to help firms boost pipeline performance and exceed sales targets; they just need to actively look.
Utilize intent data
Intent data refers to buyer perceptions, behaviors, and psychological signals, and it may be quite effective when it comes to attracting or re-engaging potential customers. Intent data, such as website traffic, content consumption, and product evaluations, may help marketers and salespeople eliminate the guesswork from their campaigns. Using solutions like VLMS to analyze intent data may help teams prioritize leads, allowing them to target customers at the point in their journey where they are ready to purchase.
Take help from technographic data
Businesses may utilize technographic data to better understand their technology stack and their prospective plans to acquire opportunities in the future. Technographic data refers to a company's present software, technologies, and architecture, as well as how they're used and when they were purchased. Companies allocate additional time to ask the proper questions and interact with the relevant decision-makers by already knowing what's in a prospect's tech stack.
The sales or customer engagement teams can also use technographic advanced analytics to detect prospective at-risk clients. These teams can re-engage with this awareness, providing solutions that will ensure their continuing business.
Create ideal client profiles
Companies are likely to have a large number of important existing clientele. They can create a customer persona based on the information they know about them. A buyer persona is a representation of the average individual who will buy the goods. These personalities may be developed even further to produce an Ideal Client Profile (ICP). An ICP embodies the traits of someone who is most likely to pay attention to marketing efforts or messages, promote the brand, and, most importantly, stay a committed investment in the product offering.
Businesses will need to study and exploit the data available to create ICP. They can use tools to assist them to concentrate on users that are actively looking for themes connected to goods or services after they've created these personas. Companies can arm their teams with important insights and resources by recognizing these prospects early on, allowing them to give precise answers and secure leads before ever considering the competition.
Upgrade the data
Data that is inaccurate or deteriorating is no longer as useful as it once was. The practice of strengthening pre-existing information by augmenting any missing data is referred to as data enrichment. Maintaining up-to-date, accurate, and full client data will help you to remain ahead of the competition and make intelligent marketing and sales decisions. By improving CRM data, outdated and perhaps erroneous information is updated, allowing higher-quality leads to be engaged.
Perhaps the contact has taken on a new position, has a new phone number, or has a new email address. Companies can save time and effort for all by enhancing data. To use the most up-to-date contact available information, the sales staff will be able to reach out to key decision-makers. There will be no more incorrect numbers when following up a year after an initial discussion.
Listen and interact with prospects
Always be on the lookout for what your potential consumers are saying. Do they have an issue that you can assist them in identifying and resolving? Are you getting the buyer insights and sales intelligence data you need from your existing solution?
The full solutions of VLMS will support the use of the data at hand. Create content that converts, prioritizes leads effortlessly, and retains and upsells existing customers.