Lead Generation and Lead Nurturing
Lead Nurturing is building relationships with potential customers, even if they are not currently looking to purchase a product or service. They may have signed up online to receive your newsletter or follow you on social media, but they are not necessarily ready to make a purchase. In traditional consumer buyer behavior, they are probably still on valuation or awareness – so a difficult sales call will not work at this level.
Now that you have some leads, which are all in various stages of the buying process, what can you do to increase the likelihood of converting these leads into sales? The answer is: Lead Nurturing. It is not enough to simply collect leads and hand them over for sale. It is important to understand that each lead is different, and should be handled as such.
Because not all leads are ready to buy the moment, it is important to interact with your leads and determine which stage they are on. Are they just hearing about your products and services? Or, have they been searching for the right products and services for some time and comparing your offerings to their competitors? Just because a lead is not ready to buy this immediately, does not mean that they are not nearly ready to buy. This is the only way to find out where they want to ask, but first, you have to establish trust.
Nurturing leads begin after a company has potential customer contact information and can personalize communications with it.
This is key to the commercial sales process. Feeding leads into the sales funnel, qualifying leads by phone call, meeting, or sales call. And then converting hot prospects into actual sales. Lead generation is undoubtedly an integral part of the overall sales process. But what is it, exactly, and why is it so important.
Need of Lead Generation
Lead generation is the process of generating excitement around specific products and services. In order to bring potential new customers into the sales pipeline. This can be done by way of inbound or outbound marketing, each of which has its advantages and disadvantages. And so should be used in combination with the highest success rate.
Outbound marketing is an aggressive form of lead generation, and may not appeal to certain types of buyers, so it is important to research your specific market before you dive too much into this type of campaign. Examples of outbound marketing include cold-calling, face-to-face direct marketing, television, radio, and print advertising. Disadvantages of outbound marketing are that it is difficult to measure, can be turned off for some buyer types, and can be quite expensive with a low return on investment.
Inbound marketing is a less aggressive form of lead generation, which allows potential customers to find their way. For information about your products and services. And encourages them to request additional information via a lead form or other method of capturing contact information for follow-up.
Lead Nurturing Throughout the Sales Process
Be sure to check in regularly, but not so often that you drive your leads crazy. By sharing relevant and appropriate content at the right stages of the sales process. Your message is likely to reach the right people at the right time. If you want to talk about pricing with someone who is still not fully understood. The benefits and features of your product, you can scare them. Or discontinue the product altogether if they are pushed too hard. It is about listening to your leads and taking them through the sales process to you. Push them when they are not ready.
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