Target the right leads; Convert the right prospects; Create loyal customers
To have a successful customer experience you need to understand exactly who will will be consuming it. Putting the wrong customers through the right experience is just as value destroying as building the wrong experience in the first place.
Here’s a simple example: a fast food restaurant and fine dining establishment can both achieve a 10/10 customer satisfaction rating from their clients, but they are unlikely to receive that 10/10 rating from the same person.
Not only does selling to the wrong customers hurt your customer experience but is also increases support costs, slows down the sales cycle, generates unsatisfied (and often vocal) customers, etc.
Attracting, targeting and converting prospects aligned with your customer experience is critical to achieving consistent long term business growth.
We offer a range of services to assist you in the process of attracting, targeting and converting the right prospects.
Buyer Persona Development
A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. Creating your buyer persona is the first step in ensuring that you are building the right customer experience for your business.
We work with you to create a set of buyer personas that match your business and customer experience.
Content marketing is a marketing program that centres on creating, publishing, and distributing content for your Buyer Personas. The goal here is to attract the right prospects for your business. Typically your content marketing will include assets targeted at different stages of your buyers purchasing journey.
A good content marketing process will deliver an ongoing stream of aligned prospects to your business.
We can support you in the content strategy, content creation and conversion process.
The exact statistics vary but the basic truth is that you will need to interact with a prospect multiple times (5-12 depending on who you speak with) before they will be ready to purchase from you.
Lead nurturing is the process of supporting and educating the prospect during those interactions so they are receptive to your business when they are ready to purchase.
We work with you to create a lead nurturing process that ensures the right prospects are surfaced to your sales team at the right time.
Sales Process Methodology
Now your prospects are aligned to your customer experience, your sales process can be overhauled to short cycle times, increase conversion rates and reduce wasted time.
Your sales team can prioritise buyers that are active in a buying journey and transition into exploration mode when a buyer expresses interest.
We coach you and your team in building out your sale process in sync with your improved alignment of prospects to your customer journey.