Adopting the new B2B sales funnel methodology involves a mindset shift in your company. After all, the stages may not be different from the traditional funnel. However, this new concept makes your company better positioned to serve its customers – current and future.
Understand below how each step works in this new model:
1) Attraction / Credibility
It’s important to do more than just make people aware of your brand: it’s essential to instill an immediate sense of credibility. This way, trust is established from the very first interactions. How can you achieve this? By focusing on three vital touchpoints:
Your website;
Your social networks ;
Your visibility within search engines.
2) Consideration / Relationship
Once you’ve built your credibility with your leads, it’s time to cement that perception. This happens as they begin to engage with your brand . So take advantage of these opportunities to:
Remain available and be highly responsive;
Encourage your employees to engage with your brand in digital media;
Rely on influencer partners. After all, they play a key role in usa mobile database all phases of the new B2B sales funnel. At this stage, the support of their recognition and authority is particularly crucial. As they help to set your solution apart from the competition at this crucial stage of deliberation.
3) Conversion / Comfort Network
As a lead gets closer to making a decision, the stakes are high. By now, a buyer (or buying committee) has likely engaged with your brand. But they’re also feeling the pressure that comes with making a purchasing decision at a large company.
Therefore, it is imperative to build a comfort network at this stage. To do this, focus on:
Provide complete transparency and honesty : Be transparent about issues and how they are being resolved. This helps build brand trust, which is one of the key differentiators when it comes to turning customers into loyal advocates ;
Explore case studies and testimonials : knowing other companies that have achieved good results through their solutions can help these leads contextualize their purchasing decisions;
Ensure a frictionless purchasing process : make the purchasing process as practical, organized and agile as possible.