What is a three-layer filtering system?

The phrase "three-layer filtering system" refers to a method used to qualify and prioritize leads to ensure that the outreach efforts are focused on the most relevant and high-potential prospects. Here's a breakdown of what a three-layer filtering system could involve:

1. Demographic Filter

• What it is: The first layer is based on demographic characteristics, such as job title, industry, company size, location, etc.

• Why it’s important: This helps ensure that you're targeting the right decision-makers within organizations that are a good fit for your product or service.

• Example: Only engaging with marketing directors or VP-level executives in mid-sized tech companies.

2. Behavioral Filter

• What it is: The second layer involves assessing how engaged the lead is with your brand or their behavior online. This could include interactions like website visits, social media engagement, or content downloads.

• Why it’s important: Behavioral signals give you insight into how likely a lead is to be interested in your offering. A lead that has visited your site or interacted with your posts is more likely to be open to further outreach.

• Example: Engaging with leads who have visited your website or downloaded content like eBooks or case studies.

3. Fit/Intent Filter

• What it is: The third layer focuses on how well the lead fits within your Ideal Customer Profile (ICP) and their intent to purchase. This may involve reviewing past interactions, past purchases, or direct signals like inquiries or requests for demos.

• Why it’s important: This final layer helps ensure you're prioritizing leads that are ready to convert and are aligned with the product or service you offer.

• Example: Prioritizing a lead that has requested a demo or shown interest in a specific feature relevant to their business needs.

By using these three layers of filtering—demographic, behavioral, and fit/intent—you ensure that your outreach is targeted, personalized, and focused on high-quality leads that are more likely to convert into valuable opportunities.