"A New Textbook for BtoB Web Marketing"
Posted: Wed Jan 22, 2025 8:17 am
Even at the lead generation level, analyzing these issues and making improvements is a very important point in attracting a large number of leads. 5 points for successful lead nurturing Here are five key points to successful lead nurturing: Lead Generation Lead Nurturing [Point 1] Design a scenario and then conduct lead nurturing When conducting lead nurturing, it is necessary to design a scenario. However, some people may not know exactly how to do it. When designing a scenario, it is recommended to consider the customer's psychology at the time of purchase.
It is a good idea to design the scenario by assuming netherlands telegram phone number list changes in the customer's state using the "AIDMA model" or similar. What is the AIDMA model? Attention: Make people aware of something Interest: To make people understand Desire (desire) Ventilate needs Memory: Increase contact Action: Create opportunities for example, A scenario to raise awareness of the service for users who are not familiar with it A scenario to improve the understanding of the service for users who are not interested in the service It is important to design scenarios that suit the user's situation, such as the above.
[Point 2] Scoring based on customer information and actions Scoring is a method of assigning a score to customer information and behavior to identify leads that are more likely to convert. The idea is to assign scores to "company information such as company size" and "actions of company representatives," then calculate the total of the scores to determine the likelihood of receiving an order. For example, you could define the following scoring rules: <In the case of Company A> Company size less than 100 people: 5 points Industries that are compatible with the service: 10 points Webinar participation: 5 points 3 consecutive visits: 50 points = 70 points By scoring each lead and focusing your sales efforts on those with high scores, you will be more likely to achieve results.
It is a good idea to design the scenario by assuming netherlands telegram phone number list changes in the customer's state using the "AIDMA model" or similar. What is the AIDMA model? Attention: Make people aware of something Interest: To make people understand Desire (desire) Ventilate needs Memory: Increase contact Action: Create opportunities for example, A scenario to raise awareness of the service for users who are not familiar with it A scenario to improve the understanding of the service for users who are not interested in the service It is important to design scenarios that suit the user's situation, such as the above.
[Point 2] Scoring based on customer information and actions Scoring is a method of assigning a score to customer information and behavior to identify leads that are more likely to convert. The idea is to assign scores to "company information such as company size" and "actions of company representatives," then calculate the total of the scores to determine the likelihood of receiving an order. For example, you could define the following scoring rules: <In the case of Company A> Company size less than 100 people: 5 points Industries that are compatible with the service: 10 points Webinar participation: 5 points 3 consecutive visits: 50 points = 70 points By scoring each lead and focusing your sales efforts on those with high scores, you will be more likely to achieve results.