subject: Are You Nurturing Your Marketing Sales Lead for Long-Term Results? [print this page] Are You Nurturing YourMarketing Sales Leadfor Long-Term Results?
While most salespeople race to get qualified yet short term marketing sales leads, three quarters of the sales leads which can be converted to help increase revenue are actually ignored. One of the main reason why this trend became rampant is because majority if not all of the salespeople are measured and paid for immediate leads, urging them to focus on easy but short-term sales.
Most salespeople fail to nurture these leads for long term prospects, if they fail to do this it means they also fail to provide longer term opportunity for their company. If you have no established process on how to nurture, manage and track long-term leads it will make it more difficult to snatch up long term clients. Long term opportunities falls on the wayside which makes it more detrimental for your business.
How do you capture and nurture marketing sales leads?
Following are the strategies you can work on to nurture leads more accurately:
Be patient- You have to move steadily and slowly to achieve longer term leads. Patience is a must have for any salesperson or marketer in order to bring leads to their selling point.
Series of communication strategies- Experts estimate that only one quarter of those who are going to buy do so in a period of six months. Another quarter will buy within a years time, another quarter buy in an 18 month period and the final quarter will buy after 18 months. When your company focuses on the first quarter, you are leaving those leads- specifically three out of four leads- for your competition to pick up. Having a series of communication efforts in place will help your customers across different buying cycles. Always keep this in mind, your future sales will depend on how you stay in sight for your customers to see.
Put up a team of salespeople- In order to nurture business sales leads you have to put up a team of sales people who will take care of lead nurturing responsibility and help you get the job done.
Engage prospects- You can do this by using a series of ongoing communications through mail, e-mail or by phone. Important information such as the kinds of products and services customers need will also set you apart from your competitors.
Include multiple offers-There is a need to include multiple offers that appeal to the different stages of a buying process. If customers are still early in their buying process, they will be more receptive to offers such as free information through emails or even how-to guides. As they go along the buying process you may include offers that requires a higher level of commitment on the part of the prospect, this may include decision making tools. When prospects are ready to buy they will be more receptive to getting proposals and quotations from your company.
You need to keep in touch with your prospects. This is possible through different and ongoing communication throughout the buying process and until the prospect is ready to purchase your company's products and services.
If you have a good communication strategy across different buying stages, focused not just on the easy leads but also for the long term marketing sales leads of your business, you can have more sales and increase the number of customers that you have.
There are a lot of lead providers in the market today, you need to find a reputable company who can deliver the business sales leads for you and be able to help nurturing leads. If you find one, hire that company and see how it will help your prospects turn into warm customers.
