You have your leads. Now it is time to magically turn all those leads into loyal customers. And by “magically” I mean through tons of strategic lead nurturing. Why do you want to put in the work? Because companies who do generate 50% more sales ready leads at 33% lower cost. Don’t know where to start? Here are 25 articles to give you guidance and inspiration (hopefully not a migraine, although you may want to pop an Advil just to be safe). Let’s begin!
This isn’t the 12-step program that you go on if you drink one too many margaritas on cinco de mayo.
Best quote: “This conversion system doesn’t have to be expensive, just consistently and actively managed.”
Is email out? Well, not yet, but it has some serious competition.
Best quote: “A robust multi-channel nurturing program employs a wide range of tools and touch points — it’s not just about adding retargeting pixels to your nurturing emails or website and calling it a day.”
If you are new to the nurturing game, this is a good place to start.
Best quote: “Companies that excel at lead nurturing generate 50 percent more sales-ready leads at a 33 percent lower cost… [also] nurtured leads make 47 percent larger purchases than non-nurtured leads.”
I am cheating because this is technically an ebook, not a blog post, but it is too good to not put on the list. Marketo compiled an extremely comprehensive how-to for lead nurturing that is definitely worth taking a look at.
Best quote: “When creating your lead nurturing strategy, do not think about nurture in isolation. You want to deliver coordinated, relevant, customer experiences across all of the channels your buyers use.”
Demand Gen Report did the work for you. Colorful info graphics will tell you which lead nurturing methods do and don’t work.
Best quote: “The right lead nurturing strategy, coupled with the right systems architecture, can close the gap and dramatically improve the odds for revenue conversion.”
If we are honest with ourselves we are all afflicted with dumbness, which is why we need posts like this to guide us.
Best quote: “Even if your content is amazing, and you aced the demo, you still need to follow-up. People are busy, stressed out, and have different priorities – making it easy for them to quickly forget your offer as time goes by. The trick is: don’t let them.”
The coolest thing about this blog is that it has the word “lizard” in it. The second coolest thing is that it is a blog completely dedicated to all things leads.
Best quote: “It’s great to offer content without requiring registration at first. Give them a video or articles at first, and when they want that next level of detail you can require a registration to move contacts into the “engaged” stage.”
In the end it all comes down to the money. Lead nurturing is worth it because after all the work is put in, leads that are nurtured are much more likely to become customers.
Best quote: “The buyer is firmly in control and no longer wants to be “sold” to… [they] want to be listened to, and this type of behavior challenges the traditional way of selling.”
What do we want? Non-spammy email follow ups! When do we want them? Before our leads forget who we are!
Best quote: “A lead nurture campaign is one way that your new tool can really help your sales team keep prospects warm and turn them into opportunities.”
You may want to pop that second Advil, because we are going to dig deep into lead nurturing programs.
Best quote: “Many companies have seen up to 35% of their dormant customers and prospects re-engage and even become active advocates for their products, services, or brands…so they are worth reaching out to one more time.”
There is no better way to learn than through a colorful and succinct info graphic, and that is what this post offers you. See helpful information about lead nurturing in a way that won’t put you to sleep.
Best quote: “What happens when you come across a lead who isn’t ready to buy? Where do they go? Do you give up all hope and just toss the lead into the darkness? If you do, guess what? You’re losing a lot of money.”
We don’t want to forget about social media (not that that is even possible), as it can be a useful tool in lead nurturing.
Best quote: “Social channels such as Facebook, Twitter and Instagram don’t provide the chance to collect contact information in order to add prospects into your contact database, but this doesn’t have to stop you from nurturing them.”
The only person who enjoys spam is your weird uncle who eats it sandwiched between two slices of Wonder Bread. When it comes to following up with leads, you will want to make sure your campaigns can be differentiated from trash-destined spam.
Best quote: “‘The definition of insanity is sending the same spam as other marketers and expecting different results.’ – Albert Einstein, marketer.'”
Ultimate goal: nurture from lead to buyer. After reading that you are probably rolling your eyes and saying “duh that is why I clicked on this post.” If you are, this article is perfect for you as it is solely focused on that ultimate goal.
Best quote: “If lead nurturing is about nurturing relationships with your leads, then maintaining permission to stay in contact with your prospects is the most important goal of lead nurturing.”
Extend, engage, and determine. This article uses these action words to help you bring the nurturing battle to victory.
Best quote: “We’re not nurturing prospects because we want to be forever friends with them, are we? We want them to buy from us. In most cases, that means they’re eventually going to want to speak to our sales team.”