The three key aspects when contacting a potential client

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Going a little deeper into the topic, we must consider a "secondary player" that makes it a little more difficult to attract our buyer persona : the internet. Any user can obtain the necessary information on any topic or sector that interests them, without having to go to anyone in person. Therefore, being aware that each person or industrial business has its own peculiarities, it is important to know what our potential buyer is like and how they behave. Chances are you will have few opportunities to capture their attention.

By knowing what they're like and getting to botim data know them, we mean trying to learn everything we can about our potential client: what they do, how they work, their relationships with other companies, preferences on certain topics, etc. Trying to understand how they think is key to being able to act at the right time, develop sales opportunities , and offer them what they need at that precise moment.

To fully understand our potential customer, we need to understand the buyer's journey , or, in other words, the purchase cycle. The active research process a user undergoes until they complete a purchase is divided into three stages: awareness, consideration, and decision. Once we understand this, we'll be ready to personalize the entire process to achieve our goal.