Re-evaluate your positioning

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In our post-pandemic world, a lot of exhibitions have moved online, making them more accessible and cheaper to attend. Typically, your company will have its own breakout room, such as Zoom, where visitors can then come and hear your product demos and ask questions.

 

One of the benefits of online exhibitions is that there is zero travel involved, which means that if you want to enter a new market, you can collect leads on a completely different continent. Although there is less cambodia telegram number database one-on-one interaction with prospects, you can still collect a large number of leads by having them download materials from your website and arrange a consultation with you. 

Try Account-Based Marketing

Account-based marketing (ABM) is a strategy in which you define your goals and then use a hyper-personalized sales approach to attract and focus on high-value accounts.

 

In the case of ABM, you can narrow your targets down to 3 main tiers. Tier 1 is your core target, which represents your Ideal Customer Profile (ICP). Details such as target industry, company size, geographic region, etc. are defined, and then prospects that fall into this category receive the most attention and focus, as they are expected to bring the greatest return. To determine what your primary targets should be, consider what types of customers have the highest lifetime value (LTV) and have brought the most profit to your company in the past.

 

What is Account-Based Marketing (ABM)? Definition, Examples, and Tools
 


This goes hand in hand with ABM strategy, but if you want to attract the right prospects, then you should tailor every step of the customer journey for them. For example, if you want to attract more construction companies, create content on your website that’s designed just for them (e.g. construction case studies, white papers on digital transformation in the construction industry, lists of construction companies you’ve worked with in the past). Your email newsletters should also be segmented so that you send personalized content to each person so that they always receive information that’s relevant to their situation.

If you’re currently running online ads, review whether your campaigns are reaching the right people. You may want to narrow your targeting further down to a single country or specific personas so that your leads are more likely to result in a quicker purchase. Additionally, by optimizing your ad targeting, you can also further personalize your ad copy and visuals and increase conversion rates.

Summarize
 

Lead generation is an important step in making sales, and every business should have a strategy and a set of methods to consistently bring in new leads. Today, many companies are struggling to find new leads because they haven't transitioned to online marketing. It's necessary to keep up with the times and incorporate your website and other online channels into your strategy to stay competitive in the future.