Tell Prospects What to Do Next
What you don’t know about your prospects, is costing you sales.
Recent ‘Marketing Sherpa’ research found that “78% of marketers surveyed said their biggest challenge is generating high-quality leads.”
The main reason for this, according to Ardath Albee, CEO and B2B Marketing Strategist of Marketing Interactions is that marketers “miss the mark with prospects” because they fail to realize what they don’t know.
Reigning in B2B customers and getting them to take action requires a new content marketing strategy. Albee believes that all the compelling content in the world will not be effective unless you tell prospects what to “do after they view” it.
In order to truly engage customers, Albee suggests that marketing and sales professionals think about what they would say, if a prospect asked, “why should I interact with you?” Your answer to this question is one key to the B2B sales kingdom.