Early-stage buyers

Part I Getting Started with Lead Generation 

A buyer becomes mid-stage after she has shown some interest in your business s core competencies. That lead has displayed some sort of buying behavior and is potentially a true sales lead. A mid-stage buyer should map to the lead and sales lead stage of your sales funnel. 

Whereas your early-stc e offers and messaging often align to industry best practices and actionable tips, and have a focus on creating a relationship and trust with your buyer, your mid-stc e offers eire meant to direct your lead s focus towards your product. 

If a lead sticks around, subscribes to your blog, downloads a variety of ebooks, and even attends a webinar, she is likely in the middle steiges of your fuimel. 

She has shown a real interest in your company and is ready to receive more targeted messaging and offers that tie in nicely with what your company can offer. 

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By tailoring programs and messages to this process, you can move leads down the funnel starting from the top of the funnel (early awareness) to the bottom of the fuimel (late-stage buyers). 

Most companies typically define their buyer stages as early, mid, and late or top-of-funnel (TOFU), middle-of-funnel (MOFU), and bottom-of-funnel (BOFU). Take a look in Figure 2-2, which shows you how a Scdes funnel can map to buying stages. 

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