Lead nurturing is the practice of building relationships to guide future customers through the sales funnel.
The award-winning marketing expert and President of Find New Customers knows a lot about lead nurturing, and we offer a great free guide called 7 Keys to Lead Nurturing Success which you can download.
Guest post by SalesFusion with Resource Box below. (We want to bring this back to share a great guest post example for you). Please note that Fearless Competitor does accept guest posts, just like we write regularly for Salesforce.com blog.
Just shoot me an email at Jeff.Ogden at FindNewCustomers dot com, if you are interested in writing a guest post for us..
With so many mediums to nurture leads, it’s difficult to know where to begin or if it is a worthwhile investment. Although it may be difficult to see the benefits of lead nurture upfront, marketers will want to fully engage in lead nurturing if they want their businesses to remain relevant, retain a good reputation and maximize their number of sales.
Here are the top 5 reasons why lead nurturing matters for marketing.
- It increases the number of client touch-points.
Lead nurturing matters for the simple fact that it increases contact with your potential client. Why is this so important? Because it takes, on average, 10 marketing touches for consumers to make a purchase. By increasing your frequency of contact, your brand is at the forefront of consumers’ minds when they are ready to make the purchase. However, it’s not just about making contact at all costs. Poor quality content that is irrelevant or of little use will be quickly forgotten or worse, leave a negative impression. Here’s a quick beginner’s guide to help you get started in lead nurturing.
- It helps build relationships with future clients.
Lead nurture isn’t just a marketing tactic to maintain your current client relationships; it helps create new ones. By reaching out to a larger number of consumers within your target segment, you’re gaining opportunities to build new relationships with future clients. Capture the attention of these untapped clients by understanding their needs and tailoring content to address their needs. Ignoring potential clients will ultimately drive them to your competitors.
- It can help position your brand as a thought leader.
Lead nurturing is a great way to showcase your knowledge and brand yourself as a leader in thought and creation. You can present information that relates to your product or service offering while providing a more practical use for readers. Even if they are not far along in the sales funnel, you may become a trusted source of information in their minds. This is doubly important in a B2B context where word-of-mouth and referrals play a big part in sales. Plus, it offers additional advantages beyond just marketing.
- It’s easily automated and leads to results.
When paired with marketing automation, lead nurture becomes quick and easy. With automation tools, you can trigger email actions, send personalized messages and communicate timely information with less effort. This greater level of automation, when appropriate, frees up resources for “thinking” tasks. It also leads to results. Research shows that using marketing automation in lead nurture increased qualified leads by 451 percent.
- It leads to sales.
Lead nurture matters for marketing because it matters for sales. Ultimately, you want B2B marketing efforts to generate sales. Prospective businesses are increasingly turning to the web for information on future purchases. With lead nurture, you can put yourself ahead of the competition to reach more businesses as they consider all of the options available in the marketplace. Lead nurture converts opportunities to sales and increases ROI, among other financial benefits.
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Resource Box –
Salesfusion is a leading SaaS marketing automation software solution serving B2B marketers. Flagship product Salesfusion360 provides a complete platform for marketers to automate key processes for lead and demand generation. Salesfusion’s mission is to help businesses attract new opportunities, convert them into customers and nurture them into lifetime relationships.