How can today’s marketers reach out to their true clients in the swirling stream of advertising?
People are now paying more attention to their own budgets, among the same identical emails, social media campaigns and website banners, designed to catch the widest possible audience. All this makes the process of engaging new leads a real challenge.
But there is a way to cut through all this information clutter – follow the signals of your prospects.
The key principle of signal-based outreach is to provide a personalized experience in your message that affects someone who is truly interested in your offer.
Signal-based outreach strategy is built on identifying specific signals and automatized messaging with prospects by analyzing their individual needs. By taking a closer look at customer behavior (interaction with your content) or changes in their workflow (changing jobs/opening a new office), you can create a truly relevant offer. You can only bring the right message at the right time if you fully understand your audience and what drives them to connect with you. We’ll navigate you the right way to engage your leads.
- Customer interaction with your product.
Customer interaction with your product is a high-inten signal. Analyze accounts that show increased activity in the product, invitations to new users to the workspace or new implementations. This indicates that customers may be ready to upgrade or purchase the product.
- Changes in the employment sector.
Check for job changes, promotions, layoffs and open positions. For example, companies may be looking for technology to optimize the process with a smaller team. Meanwhile, hiring new employees indicates a potential need for more tools. This is considered as a medium-intensity signal, but is still relevant in the context of identification.
- End of trial period.
May become a key step in acquiring a new high-quality client and also is one of the high-intensity signals.You can also increase the effectiveness of your appeal by offering a reward, such as an extended trial period.
- Company development.
Processes such as new product launches, expansions, and management replacements become strategically important to you, that is why they are considered as a medium-intensity signal. Launching a new product is usually accompanied by a need for marketing and analytics tools. New management is also interested in implementing new tools and strategies.
- Website interaction.
Viewing the pricing page, as well as deeper interaction with your site, for example, time spent on the page, visiting integration pages often indicates high interest and willingness to interact. This signal is defined as a medium-intensity, so don’t miss the chance, keep an eye out.
In order to continue to grow your business, you need to appear in the minds of your prospects at the exact moment they need your service or product. When your offering becomes relevant to a customer right now, and you respond to their needs at the same time, you hit the target. To know when the right moment has come, use a signal-based method.