Can you keep your Lead database active, or do your contacts have an "expiration date"? Don't worry, we'll explain!
When you capture a Lead, is the sale made immediately? If not, do you stay in touch for a potential future conversion opportunity?
Planting the seed of the idea to buy might be necessary, depending on what you offer.
However, digital sales strategies and brand building take time.
Therefore, maintaining a relationship with the Lead, nurturing them with quality content, knowing the right time to show up, educating them, and offering alternatives are actions that together contribute to conversions and user loyalty.
That is why, here at ABM, we have a special and unique tool that helps keep this relationship active.
Learn more throughout this content!
From small talk to commitment
Think about a relationship: would you get married on the very first date? Exactly! It's no different in a purchasing process. Especially when there are so many alternatives out there...
Therefore, we will explore the conversion stages below through a very important principle: the sales funnel.
Awareness
"Be found by those looking for you!"
Why does the Lead need to know your product? What pain will you help heal?
Therefore, consider some of the following tools:
- Research;
- Rich content + trade-off — for example: E-books + Landing Pages;
- Strategic positioning in search engines;
- Backlinks on other websites.
Attraction
"Out of sight, out of mind!".
The attraction process begins the moment the Lead discovers how your business can help them solve a "problem".
Therefore, we figure out which platforms your business needs to be on, according to your target audience and persona.
- Social media profiles;
- Website with all the information the Lead is looking for;
- Referrals from other customers;
- Recommendations and user experiences on your platform or others;
Decision
"Be the light".
In other words, provide the necessary guidance for your Lead to make the best decision.
Important note: this may or may not be the purchase of your product or service — and that's totally fine!
Delight
At this stage, your content, solutions, and guidance will help the Lead make the right decision. In short, this can benefit your business by converting them into a sale or generating brand recall.
During early contacts, what you offer might not be the best choice, but who knows about the near future?
That is: always be there for when you are useful — much like keeping a connection alive.
Where is the problem?
Most tools accompany your business through the first two stages of the funnel: awareness and attraction.
Consequently, from the moment the Lead is captured, the work of decision and delight is entirely up to you.
Check out this example: suppose your business sells vegan beauty products and, as a way to capture Leads, you produce an e-book — rich content — with tips on more sustainable everyday habits.
Traditional tools automate the Landing Page (customer capture or first-contact page with your brand) to capture your Lead's information, such as phone number, email, etc.
The action aims to generate numbers. In other words, quantity of Leads, in a quantitative way, with almost no analysis.
Therefore, you might have a huge number of Leads, since the content provided was useful to many people. However, not all of these people went through every stage of the funnel to be converted into sales.
From a quantitative standpoint, the problem was solved, but how do you get the customer to consider, be delighted by, and finally converted into a sale?
What makes ABM different?
Let's say we act as a matchmaker. We match what both parties need and form perfect couples or duos.
Our artificial intelligence utilizes a reading mechanism of your business's CRM (Customer Relationship Management).
This way, we can map the qualitative data of the Leads generated by ad strategies, such as Facebook and Google Ads — or even branding actions — those focused on brand concept and values, without direct sales.
Thus, providing full tracking of the Lead's journey with your brand. As a result, your strategies will be much better targeted.
The developed tool features the intelligence of Pareto.io — which automates processes, integrates platforms, generates alerts, and projects KPIs.
In other words, it performs this ongoing maintenance of your customer base and helps capture new ones.
And, of course, besides this platform, we also have professionals specialized in designing the best strategy, using this resource to benefit your business.
It's the complete package!
Discover
Now that you know ABM's main structural and strategic differential, don't wait any longer to give your business a boost.
Contact one of our specialists!
