5 Useful Strategies For Lead Nurturing
Keeping in touch is something that very few people do successfully, whether it is in your social life or while at work. Our busy schedules and the pressure to perform make lead nurturing extremely difficult, even if you have an agency that will provide those leads for you. You and your team still have to put in some work to keep those leads hot and move them through the funnel.
Prospects aren’t likely to buy something from you the first time you come into contact with them. If they do, you are either doing something incredibly right or there is something somewhat weird going on – either they won’t follow through or they aren’t clear on the details. Sometimes, it can take months or even up to a year before a prospect decides to work with you. Whether it is a budget issue, they already have a contract, or they are planning on launching something new, nurturing leads over an extended period of time can take quite a bit of strategy.
For any lead nurturing strategy, whether it lasts a few weeks or a few months, you should have the same objective: keep your product or service at the top of your prospect’s mind so that when he or she is ready to buy, your name is right there. Now, there is quite a fine line between being too aggressive and being simply persistent. You have to think of lead nurturing like exercise: you want to start slow and take your time in order to see the best results. If you go too hard too fast, you might end up hurting yourself and getting pushed back to the bottom of the list.
So how can you find that balance? Here are some useful strategies for lead nurturing:
Start With A Slow Drip
Sometimes, things are best started slowly – it will all be worth it in the end. By speeding up the process or confronting a lead with too much too soon, you will overwhelm them and cause them to tune you out.
Instead of doing that, use a slow trip to spread the steps of your lead process out over a longer period of time. Maybe you start by sending an email once a week or once every two weeks. Then, maybe you move to phone calls or whatever feels natural. When you aren’t pushing someone, especially a lead that isn’t far into the sales cycle, you will yield better results.
Utilize Social Media
Nearly everyone is on social media in today’s world, which means that your prospects are too. One of the best ways to stay on top of their minds is to engage through social media like Twitter, Facebook, and LinkedIn.
If you set alerts on social media, you will be able to gauge when you post information or content that your target appreciates. Take that opportunity to start a conversation. They will appreciate the engagement and it will add another pin in their minds for your brand.
Make Sure You Stay Relevant
No matter what you send out, whether it is on social media or in an email, you want to stay relevant to your leads. What you post can spark a conversation that can lead to useful information or even sales that you might not expect. Consider using timely articles or product announcements that will push you toward a sale but don’t seem that salesy.
Remember that people connect to stories and real life examples, so share those if you can.
Consider In Person Meetings As Priority
Meeting in person is one of the most important things you can do – especially if you feel that your lead is moving through the funnel. Take the initiative to engage with prospects on a person-to-person basis, if they feel comfortable doing so. This will give you the chance to talk about personal experiences and reflect on solutions that can positively impact their company. While you can do this over email, sometimes it is better to show the cogs working in your brain.
These are the experiences that can really sell someone on your brand.
Go Gentle If Someone is Hesitant to Meet Up
There is a Starbucks or coffee shop on every corner, which is the perfect place to hold an in-person meeting without all of the stress. Don’t think of a meeting as something that needs to be stuffy. If someone is hesitant, don’t try to force them into doing something that they don’t want to do. Instead, try to make the stakes seems friendlier. Face to face meetings aren’t everyone’s style, esepcially in today’s world. By taking away some of the pressure of offices, you will get better results.
Don’t Let B2B Leads Evade You
For many people, the quest for B2B leads is a long one – though they are attainable in many ways, we use the same old methods and tactics that aren’t helpful. The secret is to find a method that works for you and then continue to use it over and over again.
It goes without saying that no method is entirely without work, risk, or money. In fact, most methods take at least one of those and time. However, with tools like the ones from MRP, you will be able to work your way through the swamp much more quickly than you can imagine – and perhaps find your go-to tactics to get more B2B leads instantly.