Create an ideal lead profile aka buyer persona
It not only helps the entire lead generation process immensely if you have a clear picture of which “ideal customers” you want to acquire. This is about the buyer personas, as they are call in marketing terms: What kind of person is that start successfully in that you would like to have as a new lead in your CRM? Where do they work? What role do they have in the company? What are the goals of this persona? And what problems do they have to deal with in their daily work?
It should be taken into account that different austria phone number data personas are often involv in different ways in the process from initial awareness to the final decision. Personas who actively research and look for solutions to problems are often not the ones who ultimately make the decision in the B2B sector. There is often a persona who is on the “marketing start successfully in front line” so to speak and who primarily deals with your marketing messages. This is important first of all. Decision-maker personas are often only includ later on and in a 1:1 dialogue. To start with lead generation, it definitely makes sense to focus fully on a single persona at first.
If you want to delve deeper into the topic
You can use our Buyer Personas workbook , which will help you with the development.
The next point, however, is at least as 11 recipes for incredibly successful blog articles important: you should also have a good idea of the process your persona goes through from the initial awareness of a problem to the purchase decision.
Once you know the persona that is a great fit for your offer, it is still important to understand the “journey” from the problem to the purchase. This is the so-call buyer’s journey, which is an important part of inbound marketing.
In their efforts to generate leads, B2B companies often make the mistake of creating more or less “something” in the form of content that can be offer as a white paper, e-book or similar to generate leads.
Whatever you offer should fit into each of betting email list the start successfully in three phases of the buyer’s journey:
2. Define the Buyer’s Journey for your most important personas
Why is this important?
It makes a big difference whether your persona …
- is just realizing for the first time that she has a problem (consciousness/attention phase)
- understands what the problem is start successfully in and explores possible solutions (consideration phase)
- knows how she wants to solve the problem and now chooses between the different options/providers (decision phase)
In these different phases, the persona has completely different nes and a different perception. And these must be taken into account if you want to successfully generate leads and close deals.
Defining the buyer’s journey is about understanding how the persona thinks in the different phases, what typical statements they make, what questions they have, how they would search on Google, for example, and what content (in this case Lead Magnet ) will help them move on to the next stage.