Marketing Blog & News

How Your Prospect’s Personality Can Change Your Lead Generation Messaging & Approach

There been a lot of talk here lately about the importance of using business issues and challenges to communicate with your prospects on a level that carries meaning and value for them. This is a crucial element to a successful marketing strategy. After all, it not about you – it about your prospects and how you can meet their needs. Demonstrating how you can meet your prospects’ needs means constructing a value proposition that has meaning for that person in the context of their job while still understanding that different people may see the same problem in vastly different ways.

In order to craft a value proposition, use market intelligence obtained from previous lead generation activities to generalize based on the most common responses. For example,