Progressive Profiling Parlays into Positive Prospects.
No, we aren’t suggesting anything unprofessional or untoward.
Forms and surveys and questions, oh my! Too many required fields just raises the barrier of consumption and could have the undesired effect of repelling a prospect.. Keeping it short and sweet rather than overwhelming and you’ll notice a increase in conversion rates. Which is a good thing. A really good thing.
Building a successful relationship with your prospects is like dating – each interaction should result in you learning more about their needs and wants. It takes patience and thought.
Each time you meet with your significant other, friend (or insert approrpiate relationship status here) you don’t ask them their name over and over again do you? (We hope you don’t. If your answer is yes, you may have bigger problems than we can help with here). Subsequent conversations garnered subsequent information. This is how a relationship with a prospect should be nurtured.
We’re not making this stuff up…progressive profiling is one of the most underutilized technologies in marketing.
- Your prospect will notice that that they are being asked for different (but relevant) information with each interaction, and they will feel special. Remembered. And loved.
- Your sales team will appreciate the better-qualified leads they are getting, which will result in more sales.
- And you, the marketer, look like a quality lead-cultivating hero.
It’s more than a win-win. It’s a win-win-win. And who doesn’t want that.