Marketing Tips for B2B marketing

nurture1.jpg

Lead Generation Campaigns: Five Lead Nurturing tips

A recent sales survey has revealed that around ninety five percent of prospective clients merely browse through a company’s website and only around seventy per cent of them are actually going to purchase what it sells. Again, only five percent of these leads purchase the organization’s product right away. This clearly indicates that most of the prospects acquired from lead generation campaigns are sitting idle.

However, what a business really needs to understand is that even these prospects are not really dormant and have actually reached one or another stage of the selling process. Businesses thus need to stick around with these very leads. This is precisely why lead nurturing is very crucial. This post will reveal the five prominent lead nurturing tips that marketing companies Melbourne-wide must follow in order to improve their sales and profits.

Tip 1: Update Your Prospects Regularly:

Businesses must keep their prospects informed about the relevant technological and business updates on a regular basis. This can be done by creating a valuable information guide that carries useful tips and which can be further distributed every month. This way your prospects will never forget you and your lead generation campaigns and strategies will further help you to stay in contact with them. Make sure you offer prominent advice that allows your prospects to leverage their own company and earn more profits.

Tip 2: Establish Authority:

The key to effective lead nurturing is to ensure that your prospects see you as the leading company in your field of operations. Your company should come across as an organisation that knows what it is offering and understands the requirements of its customers really well. Thus, even if your prospects don’t deal with your right away, they should seek your company’s products and services in future or whenever they are ready to purchase. This can be done by offering quality content on a regular basis as part of your lead generation campaigns.

Tip 3: Give a Personal touch:

Many times your prospects may want you to call them instead of receiving emails and text. Thus, always provide your prospective clients with the name of a person that they can get in touch with in case they have any requirements or queries. As part of effective lead nurturing exercise, make sure that you provide them with the contact details of one or more sales person who can put all their worries to rest.

Tip 4: Offer What Your Prospects Want:

The moment you have identified content and statistics that is relevant for your prospects, you must ensure that you deliver the same so that they get every piece of information that they may be looking for. Your emails and texts should inform them about the specifications of your products and offer what your prospects are actually looking for. The easiest way to make your prospects click and open your emails is to provide value to them through quality content.

Tip 5: Don’t Let Your Leads Discourage You:

Never get discouraged by your leads, especially when you fail to convert them into your permanent clients. Businesses must understand that selling does not happen instantly. They need to nurture their leads constantly and thus if their prospective client is simply searching for information on their website, then encourage them to do the same by offering videos, demos and white paper for free. You need to trust your leads and believe that they will eventually come to you to meet all their product and services related demands.

Andrew Silcox

Need help from a marketing consultant with your B2B marketing or lead generation campaigns? Director of The Lead Agency, Andrew Silcox has over 15 years experience in B2B marketing strategies and lead generation campaigns. He knows that best results are based on building great marketing conversations. The more you engage and communicate with your customers and prospects, the more likely they will understand, need and value what you offer.

Add your comment