Before even starting market mapping, it is essential to define who the ideal customer is for your type of business, aiming to meet customer needs over time. By creating persona , it is possible to direct efforts to the most promising market segments. Therefore, it is necessary to divide the steps as follows: Demographic segmentation : First and foremost identify relevant demographic characteristics such as age, gender, location and income. This helps personalize marketing strategies for specific audiences; Consumer behavior : Analyze how customers interact with similar products or services. Understanding behavior guides the creation of more effective campaigns; Needs and challenges : Understand the needs and challenges faced by your target audience. This allows you to adapt products, services and marketing messages as expected; Preferred communication channels : Find out where your target audience is looking for information. Some may prefer social media, but others rely more on emails or in-person events. Continuous development is one of the main focuses of market mapping.
Through it, you can obtain relevant information to always be up to date with customers and what they need. Lead qualification criteria To convert prospects , it is necessary to follow some lead qualification criteria. This qualification is essential to ensure that the company is focusing its efforts on the most promising opportunity. Among the main criteria are: Product/Service Interest : Determine whether the lead has shown genuine interest in your products or services. This may be evidenced by interactions on your website, resource downloads or event attendance; Available budget : assess Phone Number List whether the lead has adequate financial resources to purchase your products or services. This avoids wasting time on leads who do not have the financial capacity; Adapting to the ideal profile : adapting to the ideal profile allows for customer-centric sales . Compare leads with the predicted ideal profile. The closer they are, the greater the probability of success; Level of decision authority : identify whether the lead has enough authority to influence or make purchasing decisions. All this information is important for market mapping. After all, converting leads is not always an easy task and requires parameters to avoid wasting resources and time.
Lead score in market mapping Assigning scores, also known as scores, to leads can help prioritize and direct efforts to correctly prospect customers who are most aligned with your company's proposals. Therefore, see below how to use market mapping correctly: Establish scoring criteria : Set specific criteria for assigning points to leads. This may include actions such as filling out forms or engaging on social media; Weight criteria : Assign different weights to different actions based on their importance to the customer journey; Regularly update the score : keep the system dynamic. As leads interact with your brand, update their scores; Establish lead generation scores : Set a score threshold that indicates when a lead becomes a sales-qualified opportunity. Using these criteria, the sales process is carried out more solidly and without considerable waste of resources. By following this step-by-step guide, you can prepare to conduct effective market mapping, identify valuable opportunities, and adopt a more targeted approach to customer acquisition. After all, 43% of Brazilian customers still expect good service from companies.