1. Lack of tenacity:Most of the marketers give up very early. It takes persistence to reach an actual prospect. Sloppy re-targeting approach can result into loosing big opportunities. It is thus important to have smart segmentation of audience and a customer centric approach that will help in re-engaging your leads
2. Leaks in the sales funnel:Most of the B2B marketers fail to keep track or follow up with the sales customers. Majority of the potential leads need constant engagement before you turn them into a middle of the funnel lead or bottom of the funnel lead. Hence, a CRM based sales pipeline and a solid lead management system is essential for a higher conversion of these leads.
3. Lack of information and knowledge about user:This can be seen as the very basic flaw while connecting the top of the funnel lead to middle or bottom of the funnel. With poor information about potential client, marketers fail to adopt a customer centric strategy. The lead might lose interest and thus fail to convert into a potential customer. Thus, having a solid and ticketing knowledge management system will help you solve customer related queries.
Targeted approach:Leads nurtured with a proper-targeted audience and content can help you scale up your sales opportunities.
Multiple channel approach:It is time to think beyond single-track approach such as email marketing. Use multiple channels to target your leads and see the change.
Persistent Follow-ups:A potential lead may require an average of 10 touch points from the period they enter the top of the funnel until they boil down. It also requires timely follow-ups to keep the lead engaged and make sure they follow the path to the bottom of the funnel.
Personalized approach:Having a personalized or customer centric approach such as personalized emails have shown to scale up the conversion rates substantially.
Director at TrojanHorse Strategic Advertising
An experienced advertising professional specializing in brand building, with over 29 years' experience in developing and implementing communication strategies across various industry verticals including IT, Healthcare, Real Estate, HR, Leisure, Automotive, Manufacturing and F&B.
Possess a cross-cultural experience through having worked at some the world’s largest advertising agencies to boutique creative shops coupled with over a decade of experience as a ‘professional brand builder’ in an entrepreneurial role.