3. Your company vs your competitors

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1. Your problem
If you know your industry, you also know what the main problems are that your prospects face, so the content for the discovery stage has to be around this topic.

What is it? What are the consequences of not taking action? Why does it arise? These are all questions that are likely on the mind of the prospect. Having content created to answer them will help them find you when they are doing research, and give you the opportunity to provide genuine help.

2. Possible alternatives
These are prospects who are already in the consideration stage. The content created for them should revolve around the different alternatives they have to solve their problem, including those that are not within your sector and that your company does not offer.

The reason for this is that if the most convenient option for them is not to work with your company, you are not interested in them entering your sales funnel, this would represent a portugal telegram data waste of time for both of you. Therefore, this content will have a more general orientation knowing that the range in which the prospect is looking for solutions is quite wide.

If after evaluating the different alternatives, the prospect decides on a solution within your sector, then it makes sense to move on to the next phase of the content.

With this content you will be targeting prospects who are in the decision stage, so it is now relevant to show details of your offer such as the way your company works, the price and the benefits it would represent for them.

Even if you're trying to make a sale, it's a good idea to avoid content where you try to sound like "the best option for all cases." Remember that your prospect has done a lot of research on the subject and underestimating them is not a good idea.

The ideal thing would be to give a perspective of your attributes and why those who choose you usually do so: those who identify with this, you can be sure that they will want to get in touch.

Success stories or testimonials play a key role at this stage, as they put the prospect in the shoes of those who were similar to them, but who already managed to solve the problem thanks to your company.

To close this type of content, the call to action could be to contact a sales representative who will provide all the details of the offer and help them understand if it is suitable for them.