If you feel that you have a strong grip on what lead nurturing is and how it can play a large role in the success of your business, it’s time to identify how you can nurture your best leads and actually generate a conversion. There are plenty of tactics out there that can help you achieve this goal, you just need to identify which ones work best for your business.
Create targeted content
At any stage in lead nurturing, you need to create content targeted directly at the people, or group of people, you’re trying to reach. Consider how you can personalize the content you’re sending, whether in email form, as a helpful article, or some other form of content. As you nurture leads, you want to ensure you’re providing value.
Focus on different channels
Many people choose to focus almost solely on email marketing when trying to generate and nurture leads, but utilizing different channels can drastically increase your success rate. Do not overlook the power of supplementary content like informative articles and visual aids.
Know when to follow up
After you’ve sent your initial messages or gotten a hot lead, it’s important to know when to follow up. Once you’ve had the initial contact, do not wait too long before reaching out. A recent study shows that it is 21 times greater that a lead will move into your sales funnel when you reach out within five minutes instead of waiting to do so later that day. However, unless someone shows immediate interest, take your time with sending up further follow-up emails. You do not want to overwhelm your lead and send them too many emails too close together.
Study your data
Data holds a lot of power in today’s market. In order to have an understanding of the pain points of your audience and how your business can better cater to them, you need to take time to sort through your data. Understand how the people visiting your site and engaging with your content match up to your target audience. Do you need to change your expectations? Change your marketing tactics? Data allows you to understand how best to nurture leads.
Utilize lead scoring
Lead scoring has shown that it is highly beneficial in nurturing leads and getting actual conversions. Unfortunately, only 21 percent of B2B marketers say they actually use it. Lead scoring is prioritizing your leads by studying user behavior and determining what that behavior is worth in a monetary value. Then, you can use your data to go through your leads, identify those that display the highest value behaviors, and then prioritize reaching out with them and tailor your lead nurturing to the leads that are likeliest to have a higher return.
Align sales and marketing
Far too often, sales and marketing departments do not work together and instead try to separately achieve the same goal. If you want to truly be able to nurture leads, get your sales and marketing teams talking. Have each group keep the other aware of the tactics they’re using and pass leads onto one another. When sales and marketing work together, we see higher success rates.
If you’re interested in benefiting from these lead nurturing tactics for your business, reach out to Gary Peterson today at: firstname.lastname@example.org or call 717-823-6939.