When it comes to running a business, the lead acquisition is one of the most important parts of making a company successful. After all, without any leads, there are no customers. Leads are individuals who express an interest in the business but have yet to make a purchase. Every business must nurture leads to grow with an excellent lead nurturing strategy.
Every lead needs to make its way down the buyer funnel. Some find themselves racing to the end in one fell swoop, while others take a lot longer.
With that being said, here are five ways to nurture leads into customers this year to hopefully help boost sales and success for the business.
What Is Lead Nurturing?
Lead nurturing is the process of turning over leads that are not yet ready to buy from you. Successful lead nurturing anticipates the needs of the buyer based on who they are (using profile characteristics, such as title, role, industry, and so on) and where they are in the buying process.
Set up lead monitoring and sales software
First and foremost, you need to keep track of any and all leads the business generates. That means setting up some form of monitoring and sales system. Renovi Sales software is just one example of a platform that is great for helping gather the company leads all in one place and monitor their progress as they move towards that all-important sale.
Software like this one is helpful to have in place, especially when so many leads can end up being ignored and forgotten about. With a business, you want to make every lead count and hopefully convert!
Find touchpoints to follow up On Lead Nurturing
It’s good to put in touchpoints for following up with the lead. It might be that this is triggered after X amount of days or months with no movement along the funnel. It might be worth doing this a couple of times just to try and nudge that lead across the finish line.
Even with so many follow-ups, it might not be for the lead to go through with a purchase but at least the business has tried!
Create some targeted content to Nurture Leads
Targeted content is something that can benefit those leads who are being a little fussy with their decision-making. For some, it may be a case of needing guidance or recommendations on what products or services are best for them.
Assess each lead and their behaviors or habits when browsing the site and make targeted content that hopefully aways them to make the purchase sooner rather than later.
Personalize the emails
Just like creating targeted content, it’s also worth personalizing the content that leads receive. There’s nothing more intriguing than receiving an email that has the person’s first name on it. It’s even better if the name is within the subject line too!
Adding some personalization to the email is going to make them feel seen and they’ll more likely interact. You could include a poll or question in the email for them to respond to you directly.
Align sales and marketing efforts
In order to create a powerhouse, combine the sales and marketing efforts together so that the marketing being done is helping make the sales agent’s job easier. Too many times one department does not know what the other is doing and the messages are not made clear to customers as a result.
These 2 departments can often run independently but the benefit of aligning them together means the right content is going to the right leads, at the right time.
Your Turn on Nurturing Leads for Your Small Business
Nurturing leads into customers takes time for some and can be quick for others. Focus on those that need that little extra push to convert. What are you doing to generate lead nurturing for your small business today? I’d love to hear about it in the comment section below.