Lead Generation Companies | The “Whom to Consider” buying phase
In the Whom to Consider phase, as outlined in the superb (and free) white paper, How to Find New Customers, the prospective buyer has made a clear decision to pursue a solution to his or her business problem. Now his mind turns to the decision of whom to look at.
He might do a Google search. He might ask friends or business associates or he may ask on social networks like Linkedin, Twitter or Facebook.
As a B2B seller, you have two main concerns here:
- Have you established trust in the industry, so you show up on the radar?
- Have you published content everywhere that shows you as a solution to his problem?
The Whom to Consider buying phase is a great opportunity. This is where you can get into the game, if you’ve prepared properly. If you have created great content that addresses the prospect issues, and made it easy to find by posting it everywhere, you are ready for this buying stage.
What do you think? We love your comments and re-Tweets. And to learn more about buying stages, lead nurturing, etc. download the free white paper, How to Find New Customers by clicking the image below.
How to Find New Customers
Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the ways they attract and earn the trust of prospective customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.
“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.