I like the new commercials that start off “People Are Smart”.
Prospects are and we should treat them as such. They certainly should be with all of the information that is available via e-brochures, whitepapers, webinars etc. It seems that just about every answer to every question is now only a Google search away.
So how do we engage smart prospects that have Too Much Information (TMI)? Well, for starters we can try and put ourselves in their shoes.
It’s not a new idea but we are obsessed with lead conversion at LeadLifter. It’s all we think about. What do our prospects need and are we providing it?
Put yourself in your customer’s shoes and go through the process of starting with a business issue and then researching from your prospect’s position. We’ve done this with dozens of B2B brands and we always end up in the same place.
In many cases our own websites wouldn’t convert us.
Why do we think it will convert others?
I hope that you will go try our OfferGrader service and give us some feedback. It’s an idea that will hopefully blossom into a useful tool for helping us help our customers be more productive on our websites.