Use lead nurturing only in the right phase of the sales cycle
As we all know, prospects advance through a “sales funnel” of
various stages or phases of buying behavior, from initial contact through to
(hopefully) closed sales.
Marketing or sales funnel classifications may vary by
company. A good example of the levels or
phases in a sales funnel might be:
1. All
possible contacts
2. All
target contacts
3. Interested
leads
4. Pre-qualified
prospects
5. Qualified
prospects
6. Closed
sales
All sales processes and pipeline definitions account for the
fact that buyers exhibit different behaviors and look for different things at
each stage of their progression through the process. It’s critical to match your drip marketing
content to both your and your prospects’ objectives for each phase.
The time to use drip marketing for nurturing your leads is
after they have expressed some level of interest, but before they’re ready to
take a meeting or seriously evaluate your specific product or proposal. In most online lead generation scenarios,
this means you’ll be getting new, interested leads who are in the “search for
solutions” phase, who probably signed up for a webcast or a white paper, or
contacted you for more information through your web form. The proper marketing content for generating
the interested lead would be a white paper, article, podcast, or webcast about
the general topic related to what benefits your product delivers. Once your new, interested lead has
self-identified in order to receive that content, it’s very likely (70% or
more) that although they’ve demonstrated interest, they’re not at all in a
timeframe of buying or even evaluating products yet. It is at this point that your lead nurturing
and drip marketing should begin.
The intent of lead nurturing between the “interested” and the “pre-qualified” stage is to keep your company’s brand in front of your prospect repeatedly during the period of time when they are working through their own processes that lead to evaluating, justifying, and finally purchasing a product.
Learn more by requesting the complimentary white paper, Top Five Rules for Using Lead Nurturing To Increase Sales, at www.wingreenmarketing.com/Pages/WPTopFiveRulesforUsingLeadNurturing1.aspx
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