Lead Generation Companies | The “Who is Best?” Buying Phase
If you’ve read the highly acclaimed white paper, How to Find New Customers, you’re already familiar with the customer buying process in there. Over the past few weeks, we’ve shared the buying process with you.
By now you undoubtedly understand the importance of mapping your content to move the buyer from stage to stage in the buying process - from initial interest to purchase.
How to Find New Customers
We’re nearing the end now. The buyer has learned her problem, resolved to address it and has researched solutions. All she has left to do is to choose the winner.
Fortunately, it’s this stage where most companies excel. They’ve spent a small fortune on defining why they’re best. Chances are your content already does this.
But instead of blowing your own horn, look to third party endorsements. Gartner, Forrester, industry experts, etc. are all good sources of credibility. And don’t just use text. Today, I recommend video testimonials and vignettes, (like our Inbound Marketing vignette.)
What do you think? We love your comments and re-Tweets.
Check out our new “Link to Us” page. We’re honored if you would use it to create links from your website or blog.
Jeff Ogden is President of the B2B lead generation consultancy, Find New Customers. We help 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.