The good news is that, if you were able to position your company or yourself well by being helpful during the Awareness stage, you already have the upper hand. If, on the contrary, your Top of the Funnel content is missing, you’ll have to do three times the effort during the evaluation stages to gain the lost ground.
This is the point where you educate your prospects. Show them that you understand their concerns by giving them examples of solutions that mitigate the problem. Always stress how your authority in the field will help them address their concerns efficiently.
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Key things you need to do to help your B2B
buyer during the Evaluation stage of their buying process:
Create buying guides: A buying guide essentially explains to your prospects the list of available solutions they have at their disposal, based on your analysis of the problems and risks they’re facing as they work to a solution. This will steer your prospect in the right direction, evaluating the south africa whatsapp number data 5 million factors that matter, what questions to ask and how to select a vendor. You should position these guides for each one of your buyer personas. Here’s an example of a buying guide for social-media brand advocacy.
Create Comparative sheets
If you have clearly identifiable competitors, go as far as to present them with a list of vendors that offer solutions. Be sure to put your company at the top of the list, of course. This way, you can contrast and highlight exactly how you are different than the rest and do so in a controlled environment.
Position yourself as an expert in your field. Well, first be awareness process include the following an expert. Then make sure that your buyers know that.
Use Marketing Automation to send deep and alb directory insightful educational campaigns to give useful advice to your buyers about how to solve their problem and see all the different angles from it.
As always, make sure that the messages you are sending out and the issues you are addressing are the ones that your buyers care about. Kristin Zhivago proposes that you should be able to prepare content that answers 80% of your buyer’s questions, leaving the last 20% to a well-trained sales team; that’s the way buyers want to buy. Make sure you are answering the right questions at the right time.