Just because you receive a lead, doesn’t mean you’ll actually close the sale. Leads need to be nurtured, meaning it is imperative to explore the multiple ways to meet the needs of your prospective clients before they decide to purchase your product.
When a lead comes through, the first step is to evaluate it and decide where falls in your sales funnel. Having an effective method to score leads that come through can help you to prioritize who you follow up with, and when.
When evaluating a lead, consider the different demographic credentials to determine if it matches who your “ideal customer” might be. Then, take a look at how much time the specific lead spent on your site and what type of content they interacted with. Finally, take a look to see if you can determine if the lead has an intention to make a purchase. Did the lead come through a webinar registration, or did they just click through blog posts?
Nurturing Leads Through Email
Email marketing, which has an ROI of $4,300, is an excellent way to provide valuable and relevant content to attract and serve an audience. When putting together an email campaign, make sure it is trustworthy, relevant, and conversational that will encourage your audience to engage, and then to respond.
Make Lead Nurturing A Priority
Neglecting your leads can result in a loss of sales to competitors. But, when nurtured correctly and engaged with properly, b2b leads can and will convert into sales.