Last week's blog was about engaging with your leads, this week we move on to the next step in the process which is 'nurturing'.
What is nurturing, you may be asking, and why is it necessary?
Well, you probably spend a great deal of time and money generating leads, but how many of those convert to closed deals?
Lead nurturing is the process that builds relationships with prospects, even when they're not yet ready to buy, in order to win their business when they are ready to make that purchase.
Think of it as a journey for your buyers, with your marketing organisation playing the tour guide. You need to give them the information they need to make the buying decision, to keep your product in the forefront of their minds, and to be there when they're finally ready to commit.
Lead nurturing is the part of the sales and marketing process that's never finished - there's always room to refine, improve and expand your efforts.
Our Lead Generation Managed Service is designed to help smaller software businesses by managing this entire process and generating qualified sales-ready leads.
Using our in-house marketing knowledge and expertise, combined with revolutionary automation tools, you have total visibility of this lead nurturing process.
Marketing automation integrates web, e-mail and social media activities to provide a single view of lead engagement, and measure its effectiveness.
It allows us to track behaviour with our lead engagement score to identify interests and sales readiness. It also delivers a regular supply of targeted marketing communications to nurture these leads.