Measures for potential customers in the "Compare and Consider" phase

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Prospects in this phase are researching specific products and services in detail and are seriously considering purchasing. They are looking for detailed information such as product performance, price, advantages, disadvantages, and usability. By implementing effective nurturing measures at this stage, you can increase prospects' motivation to purchase. Below are some nurturing measures for prospects in the comparison and consideration phase.

1. Product demonstration (hands-on)
Hands-on product demonstrations are particularly japan consumer email list effective in the comparison and consideration phase. Potential customers in the comparison and consideration phase have conducted detailed research on specific products and services and are on the verge of purchasing. Therefore, if they can actually experience the product's performance and usability, they are more likely to make a final purchasing decision. By actually seeing the product in a demonstration, potential customers can intuitively understand the product's features and benefits. Another major advantage of the hands-on format is that customers can experience the usability and operability of the product.

2. Free Trial
Free trials are an effective nurturing method for prospects in the comparison and consideration phase. Prospects in the comparison and consideration phase are gathering information about products and services with the intention of purchasing them. Providing a free trial allows them to actually experience the product's performance and functions, increasing the likelihood of them making a purchase. The key to a free trial is to clearly set the trial period and conduct a consultation after it ends. This allows you to accurately understand areas for improvement in the product and the prospect's needs. A free trial is a valuable opportunity for prospects to try a product without risk, and making the most of this opportunity to increase the prospect's desire to purchase will lead to effective nurturing.

3. Sales approach
Direct approaches from the sales team are particularly effective during the comparison and consideration phase, when prospects are researching specific products and services in detail and considering purchasing. Inside sales are active at this stage, and they mainly conduct sales activities via telephone and email. Inside sales interviews help to gain a deeper understanding of the prospect's specific issues and consideration status. Through interviews, it becomes clear what the prospect is interested in and what issues they are trying to solve. If a high-potential prospect is identified as a result of the interview, field sales will approach them directly in person, so detailed explanations and demonstrations of the product or service can be given. Prospects in the comparison and consideration phase are characterized by the fact that they are looking for a specific solution to their problems and are more likely to make a purchase. By approaching them from inside sales or field sales at this time, you can directly resolve the prospect's questions and concerns and further increase their desire to purchase. In addition, an approach during the comparison and consideration phase has the advantage of being able to clearly communicate the strengths of your company's products before the prospect explores other options.