In our recent post, we talked about the best types of content for each stage of the buyer's journey. Now that we know what to do during the process, in order to offer suitable content to our prospects, we need to know which stage they are in.
In this post, we'll explain the best techniques for 1) how to determine the buyer's journey stage of our prospects and 2) how to warm up leads so they take action and move forward toward the consideration and decision stages.
How Do You Determine the Stage?
There are several techniques to define and automate our prospects' movements through the buyer's journey. Visitors who come to our website for the first time and haven't taken any action yet are obviously in the first stage, awareness.
If you're using a marketing automation or CRM tool, you can set rules for moving your prospects from one stage to another. For example, a "light" action, such as downloading an eBook or subscribing to your blog or other content, can turn them into a lead and automatically move them 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 to them through email and direct marketing.
Offer them more free, educational content along with the option to contact you to learn more about the solutions you have for them. When they take this action, they're ready to buy, and it's not until this point that sales should contact them.
You're now ready to segment your prospects into the stages of the buyer's journey! Do you have questions or want to add something to this post? We look forward to your comments!
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