Process-specific approach

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There are different approaches to demand generation that are appropriate for each process.

Use the appropriate approach for each stage.

Below, we will introduce three approach methods.

Lead Acquisition Stage
By attracting customers, you can collect information about them who may become potential customers in the future. The main methods of attracting customers and collecting information include web advertising, distributing web content, exhibitions, seminars, etc.

Simply collecting customer information will not allow you to use the information effectively. The collected business cards and other information should be managed by administration directors email database the entire company , not just by individual salespeople . Customers who can be approached will be assets to the company for a long time.

Lead Nurturing Stages
The potential customers acquired through customer attraction need to be nurtured into more likely customers.

Some customers will develop into deals right away, while others will not become deals at that point. The key is to manage prospective customers who are not yet deals .

By pooling as many potential customers with latent needs as possible, and continually building relationships and stimulating their needs, you can eventually create a flow of receiving a constant stream of orders from the pooled potential customers.

The main approaches used in the lead nurturing stage include email newsletters, social media, and retargeting ads.

Lead Qualification Stage
After you have made progress in nurturing potential customers to a certain extent, you will need to set priorities and focus your sales activities accordingly.

Even with the same potential customer, there will be differences in unit price, delivery time, and the extent of the need, and the company will have to prioritize these.

Approaching things in the same way will result in a lot of wasted effort, so some degree of narrowing down and ranking is necessary.

The method for the lead qualification stage is to identify and score hot leads . Scoring involves assigning a score based on the potential customer's response, such as their willingness to buy or their level of interest.

Through objective scoring, we quantify the behavior of potential customers and extract them as hot leads.