The customer journey begins with the first contact. This means that an unknown member of your target contacts become approachable audience encounters your company for the first time.
This first-time or one-time visitor should be converted into a repeat visitor and contact person
This is the goal of lead generation: The company’s website and media offerings indonesia phone number library should interest the contact to the point that. A through the exchange of quality content. A a lead reveals who you are.
This happens. A for example. A when a reader visits your website and is interested in one of your offers. A an e-book. A or a webinar. A and fills out a form. Or when they leave a comment on your blog article.
Ultimately. A leads can be generated through all channels. A both digital and 25 tips to optimize content for people and search engines analog. The exchange of contact information is crucial: In this first phase. A the data records of potential new customers are generated for the first time .
Read all about lead generation online here.
Phase 2: Lead capture – a data pool grows
If a contact has expressed interest by voluntarily sharing their data. A this data will be systematically recorded for structured processing.
At all online touchpoints. A the dataset is already digital. All analog methods of contact must be contacts become approachable converted into digital data. This creates a data pool of all contacts. These underlying prospects form the basis of a CRM system.
Leads are therefore recorded in data records. These contain information about the contact. A the interaction channel. A and the potential existing customer relationship. A and are updated with each subsequent contact.
Don’t have a CRM system yet? – Read all about the foundation of digital processes.
Phase 3: Lead qualification – potential buyers are filtered out and provided with relevant content
With the initial contact and accurate data collection. A the qualification process—that is. A the more detailed examination of a prospective customer—only begins. In order to get to know them better. A explore their interests as precisely as possible. A and accompany them throughout their customer journey. A marketing teams provide leads with more and more information.
Every lead in the sales process goes through the qualification process. A in which his fax lead personal issues and his perspective on a potential purchase are precisely recorded.
If a company offers meaningful content for the target customer. A the need to speak specifically with the sales department about the company’s services is awakened.
This is where the use of the flywheel (the successor to the marketing funnel) comes in. It guides leads through the customer journey with information that helps filter out potential customers from the total number of prospects.
Leads should be differentiated in this phase as Marketing Qualified Lead (MQL) or Sales Qualified Lead (SQL):
- MQLs represent interested parties who are willing to receive further information.
- SQLs represent prospects who are about to make a decision – i.e. a potential purchase
