The Cycle that is Lead Nurturing

lead nurturingLead nurturing is the process in which possible sales leads are created, tracked, and developed to convert them into sales opportunities for a particular business. Follow-up procedures are usually done by lead generation companies, especially those that deal with b2b lead generation and b2b appointment setting, in order to properly nurture their leads. These leads, whether contacted or not, are entered into a database or a pipeline customer relationship management tool or CRM tool for personal and automated follow-up processes.

The process to nurture leads takes careful planning before initiating the plan of action. To start, there are some questions that need to be answered before continuing with the process.

  • Do I understand my target leads’ purchasing habits?

In order to start nurturing your potential clients, you need to understand how their mind works and most especially how they purchase goods. Try to put your shoes to that of your leads to better understand their purchasing habits.

  • Do I know what my clients need?

After putting yourself on the shoes of your leads, try to know what they really need. If you have an idea of what they need, you will have a better understanding of how to nurture them.

  • Do I treat my customers with respect?

Assess yourself on your attitude towards your customers and potential customers as well. The more you understand you customer on how they feel towards your products and services, the trust factor between you and your potential clients would advance even further.

Once careful planning has been done, the next step would be to execute the plan of action. In order to nurture a lead effectively, you must do a lot of follow-ups by using multiple means to contact your leads. But do take note that do not follow-up your leads excessively as it may get very annoying for them and you have lost a perfectly good lead for a sale.

Some of the means available today in order to effectively nurture a lead is to use communication mechanisms such as e-mail, events, podcasts, social media messages, or the more popular which is the use of the telephone. Once the lead has been properly nurtured, sales can then be put into the topic but that can be discussed on a later topic.

Let’s take a look at a two month plan on nurturing leads and turning them into sales:

      • Day 1 – Answering the lead’s queries posted on your website through e-mail
      • Day 2 – Follow-up on the lead with an introductory e-mail about your business
      • Day 10 – Send an e-mail advertisement that offers a demo about the services or products that the lead had questions with.
      • Day 25 – Personal call from your company’s sales representative to check on the lead on how the demo of the product or service is working for their lead. The representative should ask the lead for feedback on how to make the product or service better.
      • Day 40 – Invite the lead to a webinar if there are any more queries that need to be answered.
      • Day 50 – Second call from the sales representative to the lead in order to schedule an appointment
      • Day 60 – Send an e-mail or personally talk to the lead for a sales proposal

If done correctly and efficiently, the lead would then purchase the complete product or service and not just the demo. From there, the lead would then be converted into a qualified customer for your company and thus gaining more revenue for your business.



Why Many Lead Generation Campaigns Suffer from Poor Sales Output


lead generation

Starting out a lead generation campaign does not entirely mean that you can get long-term clients from the marketing course. Heck, it’s not even a high probability that you will get a client in the first place. But don’t be afraid just yet; always keep in mind that every problem has a solution. However, we need to know what generates this problem in order to come up with a solution.


Brian Caroll from the B2B Lead Roundtable blog has written an article as to why this negative possibility is, well, possible. The article, which is entitled Lead Generation: How 64% of marketers starve Sales of opportunity, teaches us the reasons as to why we are suffering from poor sales production even with a strong marketing process for generating b2b leads.


First of all, Brian states: “64% of marketers still send all leads that respond to marketing campaigns directly to Sales.”


This is a very sad truth. It means that many marketers of today will already equate a single lead to a closed sale. In other words, the business lead has just been recently passed after which the salesperson will automatically push for a sale. Where’s the lead management procedures? Where’s the lead nurturing processes? In the end, all what’s taken into account is a lost lead.


Next, Brian states: “59% still don’t have lead nurturing programs.”


This is yet another harsh truth to consider. We must always encourage and implement a lead nurturing structure. As stated earlier, many don’t follow a lead management procedure when instead they just go off and try to push for a sale right after the business lead has been passed to their sales pipeline.


To manage and nurture business leads effectively, businesses need to keep their potential clients updated from time to time. Keep them at pique interests with up to the minute news and updates about the company’s status or about its products and/or services. In time, that business lead will become a full-fledged client for the company.


After which, Brian stated in his article: “Companies that nurture leads receive a 45% higher return on lead generation investment.”


Brian Caroll states it all in his recent article. When a company uses lead management and nurturing procedures then they automatically have a higher return of investment from their marketing efforts. Yes it means one needs to exert more effort in order for them to close a sale; but what’s a bit more effort if the rewards are very fruitful. Think about it, big time enterprises did not rise up to be industry superpowers in a day when in fact they took a considerable amount of time and effort to make it to where they stand now.


All of this seems a bit too tough especially if you still have a startup business. Again, remember that there will always be a solution to every problem, and that includes this one. Many companies will opt to outsource to a business call center for them to cater to generating, managing, nurturing, and even qualifying leads.


What’s your take on countering a poor sales output from lead generation?


The 3 Things You Did Not Expect to Know About Outbound Telemarketing Call Centers

business call centerOutsourcing to telemarketers. Hmm… Probably not a good idea.


This is probably the first thing that you will think about when you hear the words outsourcing and telemarketing in one sentence. For many, telemarketers are the bane of one’s existence. The pushiness, the irritability, and their innate ability to mess up someone’s day is somewhat astounding.


Although annoying for the day to day consumer, b2b telemarketers are a joy to organizations around the globe. The stereotypical aspect of call center agents being annoying has been brought upon angry consumers that might have all the luck to talk to an angry, an irate, or even a downright pushy telemarketer.


Nonetheless, this is not the true course for all call center representatives. In fact, telemarketers trained in advertising and marketing within the b2b aspect has brought about tons of good for a ton of organizations. In short, if you are lucky enough to be in an industry that such a telemarketing call center has an expertise of then your organization’s financial success is already set in stone.


Here are some of the things that B2B call centers can aid you with that you may (or may not) know of yet:


  1. Savings abound!

    The first thing that most businesspeople will consider when getting the services of a third party provider is the cost. In other words, how much will it hurt their budget.


    Outsourcing to a reliable telemarketing call center allows an organization to allow access to more savings due to the fact that the business no longer has to expend more cash on their own marketing team. The organization no longer has to expend cash on expanding their sales and marketing team. They can leave the marketing to the experts and let their salespeople focus on closing sales; all the while saving up on tons of cash.


  2. Near instant expertise

    Many will think that once the plan for outsourcing is a go, the organization still needs to take in a considerable amount of time to let the telemarketers train for the upcoming campaign.


    This is a stereotypical myth for most b2b call centers of late already have expert agents with years of experience working for the company. Hence, it will only take a matter of days to get the marketing campaign up and running.


    Need sales leads for your organization and within due time? Outsource to a professional telemarketing call center today!


  3. Follow leads and appointments in real time

    One of the best deals that you can get with outsourcing to a professional telemarketing service is you can coordinate with them through the use of a pipeline. Most of the time this is just a web-based application so you no longer have to download anything. So if your prioritizing your marketing campaign to handle lead generation and b2b appointment setting, then you can bet that you won’t have to miss another appointment ever again.


Curious as to how you can benefit from these things? Then try contacting a reliable outbound telemarketing call center today!


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