At the bottom of the funnel, prospective customers are now comparing products or services and are close to making a purchasing decision. This is where you bring out the big guns—a persuasive content marketing strategy that shows why your solution is the best fit.
Content: Provide content that directly sri lanka phone number list helps in decision-making, such as product demos, case studies, free trials, customer testimonials, or comparison guides. For instance, a detailed case study showing how your product solved a specific problem for another client is ideal at this stage. Video demos or consultations are also excellent ways to generate quality leads here.
Call-to-action: Push for a direct conversion. This could be scheduling a demo, signing up for a free trial, or contacting your sales team for a consultation.
At BOFU, your content needs to alleviate any remaining doubts and push the lead toward making a purchase.
How to qualify your leads
Qualifying your leads is crucial to ensure you focus your resources on those most likely to convert.
Here’s how to do it:
Step 1: Identify lead types
Not all leads are created equal, so classifying them helps you prioritize. The two primary categories are:
Marketing qualified leads (MQLs): These are people who’ve engaged with your marketing efforts but aren’t ready for direct sales. They might download a whitepaper, sign up for a webinar, or subscribe to your newsletter. While interested, they still need nurturing before they’re ready to talk to sales.
Sales qualified leads (SQLs): These leads have moved further along in their journey. They’ve likely interacted with your marketing, but they’ve also demonstrated intent to buy—whether that’s by requesting a demo, speaking with a sales rep, or engaging with product-specific content. SQLs are ready for direct sales engagement.
By classifying your leads into these buckets, you can target the right message at the right time, boosting your chances of conversion.
Step 2: Use lead scoring
Lead scoring is an essential process for prioritizing your outreach. Here’s how you can implement it:
