When it comes to lead nurturing, we often get asked what type of content is best for each stage of the prospect journey? The answer to that is it largely depends on your industry and company. However, in this day of marketing automation and lead nurturing, there are some rules of thumb when it comes to alignment of content development to the prospect journey. So, we have put together some parameters as you plan your lead nurturing strategy.
A new lead has filled out a form! Great!
After all, a new lead is rarely ready to sit down and have a meeting or a consultation. Most of the time, they are just looking for information. For a new prospect, who, for example, may have downloaded a piece of content, you may want to consider:
If you have a long sales cycle, you will need to stay top of mind with your prospects. This is where some of the following pieces of content can come in handy:
Once you determine a prospect has entered the middle of your sales funnel, you’ll want to further solidify why they should do business with you. In many cases, your prospects are seeking out more specific information and looking to understand why you are better than your competitors.
If they are seeking more product details, it is important to focus that information around your personas and their barriers to adoption. Here, you can create content that addresses those concerns in the form of:
Also, in this stage, you may want to consider a competitor drip series. This can be specific series that highlights why you are a better fit versus your competition. These can take the form of:
As your prospect enters the bottom of the sales funnel, you may need to provide them with content that reinforces why you are the right choice and solidifies your authority. This can include:
In some cases, and depending on your industry, a well-timed promotion can get prospects over the last barrier. So, you may consider a limited time special or highlight some additional features or upgrades that you are offering only to them.
Again, these are some general ideas around content that can be used in various stages of the sales funnel as part of your lead nurturing strategy. While creating all this content, it is important to map out the next steps for your prospects. Doing so will guide your call to actions, any automated triggers, as well as what information you will need from the prospect to pull them through your funnel. If you would like to learn more about lead nurturing, marketing automation or more, please call us at 303-300-2640 or contact us online.
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