Your prospect has downloaded one of your favorite pieces of content. You take a look in your marketing automation platform and see that they’ve been reading your blog and have spent quite a bit of time on your site. Clearly, this is a lead you’re excited to contact.
The imperative question at this point is how do you effectively make that first contact. Push too hard, too early and you’re likely to lose an opportunity before it starts. Proceed too softly or timidly and you lose the benefit of such a strong lead. It’s a challenge that even the best demand generation organizations struggle with every day.
To complicate things more, inbound leads come with their own set of considerations. Before any contact is made, you need to keep these things in mind: