It's important to put out the right message in front of your target audience at the right time - and the first stages of the conversation should demonstrate your understanding of your prospect's needs. You have to prove to your prospects that you understand exactly what they need in order to improve their business processes. In fact, you are helping your prospects better understand their own needs. Not only do you demonstrate that you understand their pain points, but you also demonstrate your expertise and knowledge about their industry. Your ability to connect with your

prospects by leading the way into their pain points will enable them to trust you; and this is the first stage of an effective content marketing strategy.