As we continue our seven-part series examining the Sales Content Funnel we designed to showcase how to attract, convert, and retain customers with content, we will use this week’s post to discuss the third stage of sales. This stage, identified as the Lead Generation, directly follows the efforts you took to make your prospect aware of their options in the previous stage.
In Lead Generation, you want to secure a sales appointment with your prospect and differentiate yourself from your competitors. Your prospect does not fully comprehend why they should choose you at this point in the sales journey, so proving your worth is essential to securing a meeting.
If you create a sense of urgency, you can inspire your prospect to take action and open up a dialogue with you. Utilize customer case studies specific to the industry to allow customers the opportunity to envision themselves benefiting from your solution. You should also illustrate the problems your company’s solution helps to fix alongside its associated benefits by developing landing pages.
Effectively introducing content like customer case studies and landing pages offers the additional encouragement prospects need to reach out and want to learn more information. After differentiating yourself and securing a meeting with your prospect, your logistics company faces the challenge of connecting a salesperson with your prospect during the demo/meeting alternative.