All They Need is Love: The Importance of Nurturing Your Lead
Anyone who’s been involved in sales for longer than a few minutes knows that sales tactics are always changing. Before we get into the industry we start with some preconceived expectations that are swiftly proven wrong. One such notion is the idea that sales is about giving away as little information as possible to the customer.
As it turns out, the best salespeople are experts at providing their customers with all of the information they need, right when they need it. This is what good lead nurturing is about: making meaningful and helpful contact with potential customers at every step of the sales process.
Customers are People, too
As consumers, we appreciate certain values when it comes to commerce. Above all, we like transparency. We want to know what we’re buying, how well it works, and what it costs. We don’t like beating around the bush.
“Personalized emails generate up to 6 times higher revenue per email than non-personalized emails do.” – HubSpot
We enjoy it when the seller treats us as the individuals we are. Not everyone has the same needs and circumstances. Sometimes some customization is needed. Sellers who take the time to learn the specific requirements of their leads are more likely to close a deal.
“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.” – Marketo
The sales process has moved way, way beyond the simple old days of cold calls and door-to-door campaigns. There are dozens of different ways to reach your potential customers, and they each have their favorites. Some are very active and engaged on LinkedIn. Others will prefer to close the deal only after a series of informative personal phone calls. Email marketing remains a strong approach, too, and should not be overlooked.
Some combination of these and many other different platforms is needed in order to reach each prospect in the most effective way. By reaching out to your leads the way they want to be contacted, you can help them feel comfortable as you answer their questions.
Cultivating the Garden of Your Business
Effective lead nurturing is at the core of our demand generation strategies. We know that your customers are all unique. Even though they all have similar needs that your company can satisfy, they won’t know it unless they get the information in the way and at the moment that works best for them.
At BoomDemand, we take your future customers by the hand and guide them as they discover the value of your solutions. Contact us today so your customers can each feel that kind of personal care from you.