Lead Nurturing Campaigns

At Any Given Moment, Most Of The People In Your Market Are Not Ready To Buy. What Are You Doing To Ensure That When They Are Ready, YOU Are At The Top Of Their List?

Lead nurturing is the process of keeping prospects interested, engaged and warm until they are truly "sales ready".

In many industries — especially if you sell complex products or services — there is typically a gap in time between first contact and signing on the dotted line. This gap can range from a few weeks to a few years.

Our experience with clients in dozens of industries shows that, for every one prospect who is ready to buy now, there are another one to four prospects who will buy at some time in the future — but only if the relationship is properly nurtured.

What this means is: if you're NOT currently nurturing leads, you may be leaving anywhere from 50%, to as much as 80%, of the money on the table.

What do lead nurturing campaigns look like?

Lead nurturing campaigns use marketing automation tools such as Customer Relationship Marketing (CRM) systems and email autoresponders to:

• Educate prospects by demonstrating you understand their challenges and can offer effective solutions.
• Establish how you're different and preferable to all other alternatives on the market, including the alternative of doing nothing.
• Broadly 'qualify in' potential clients and 'qualify out' those who are clearly not a fit.
• Accelerate the urgency and speed of decision making by surfacing the cost of delay.
• Keep in touch with relevant, useful information so you stay in the prospect's consideration set, now and in the future.

Effective lead nurturing delivers a stronger flow of more qualified leads, in turn maximising your salespeople's time and increasing sales throughput.

How to explore this further

The best way to explore this further is to contact us to arrange an exploratory phone conversation to discuss you current challenges and desired end state. From there, if we both feel there is a potential fit, we can discuss working together and implementation options.

To see a lead nurturing sequence in action, sign up for our 7 Steps To Doubling Your Website Leads free online training course.