lead generation services nurture

How To Nurture Leads

Lead Generation Marketing To Nurture Leads

People are under the assumption that getting as many leads as possible is always the best. Worse yet, people feel that all the leads they’re getting will ultimately lead to many more sales. Although it’s never a bad thing to get many leads, the one fact still remains the same that if you don’t qualify and nurture these leads, it’ll lead to nothing.

The goal of lead nurturing is to help customers down the buying journey. It’s about helping them progress through every step of the way to eventually becoming a sale. This nurturement is one of the key factors in a high customer retention rate, which then leads to recurring customers that don’t require as much marketing as time goes on.

Go On The Journey With Your Customer

We define lead nurturing as the following: It’s consistent and meaningful communication with potential customers regardless of their timing to buy. As we just stated, it’s not following up with them every few months and asking if they’re ready to buy; that’s not lead nurturing. It’s more about building a long-sustainable relationship with your customers.

The first and most important step is to start thinking like a customer.

Step #1 Think Like A Customer

Become the customer. Think of the actual experience they go through when going through your customer journey. What are some of the behaviors that your customers are going through? When you start thinking like a customer and less like a salesman, you’ll start to develop a better customer journey for them to embark on.

A customer journey map tells the story of a customer’s experience. This means the experience is everything between the first initial contact and when the sale is completed.

To be understand, ask yourself some of these questions.

  • What are they doing?
  • What are they thinking
  • How are they feeling?

Answer these questions at each stage of your buyer journey. Help them find answers they may be asking themselves at each stage. For example, one of the questions customers may be asking during the initial stages is “Is this company credible?”. How can you answer it in a form that would be satisfying to a customer at this point of the buyer journey?

Create value by giving them useful information that they can absorb and digest. Don’t overwhelm them either or you risk over-complicating it.

The ultimate goal of having a customer journey map is to have much better insight into what a customer wants.

Step #2 Plan Your Nurturing Path

Invest in creating content that’s actually valuable to your customers. Here’s the catch: Create content that will not only get people to come, but give them content that will drive the customers further down the buyer journey.

Too many times we’ve seen companies get traffic to their content but that’s it, people leave after just the one page and don’t progress. As a sales-driven company, give them content that leads them to want to know more. Building curiosity and interest in your content will nurture your customers to not only want to know about your company, but they’ll be intrigued in wanting to know more about what you can do for them.

The goal is progression. Help the customers advance easily through each step. It’s worth noting that every nurturing path changes with every demographic criteria.

Step #3 Walk Them Through The Path

Guide them toward the best decision that matches their needs. Think of yourself as the trail guide who points out every bit of information that is useful for the customer during their journey.

Don’t push them through the journey too fast either. You don’t want to end up with an exhausted customer who doesn’t feel good with the journey and will not feel comfortable turning to you for the rest of the path.

During a sale, a customer requires you to:

  • Must be familiar with you and your company and with what you and your company do.
  • Must perceive you and your company to be an expert in your field.
  • Must believe that you and your business understand his or her specific issues and can solve them.
  • Likes you and your company enough to want to work with you.

By providing them with valuable information, you’re becoming more of a trusted advisor rather than just a salesman. You don’t sell, rather you provide insight. You provide solutions within your expertise and as a result, you’re the first company they turn to when they need help.

Step #4 Continue Walking The Journey

As it turns out, long-term leads account for almost 40 – 70% of sales. What this means is that companies that don’t take potential customers that require a bit more attention are losing out on potential sales. Yes, that’s a large margin of sales to be losing out on. Learn more with Lead Generation Services Report to get the full details.

The key is to always be available to provide potential customers with useful information to make their decision-making process easy on them because if you don’t your competitors will.

Lead Generation Companies

Why You Should Use Lead Generation Companies

Lead Generation Companies

You’ve given it some thought, but how sure are you of hiring a lead generation company to get your business leads. Then again, your business has been doing just fine without one. Now, think to yourself, is there potential clients that I may be missing out on by not taking advantage of someone who’s highly-experienced in getting leads?

Consider these following reasons as to why hiring a lead generation company might be the way to take your business to the next level.

Reason 1 – Get Quality Leads

Think about this: An outside source is not only bringing you more leads, but they’re actually bringing you quality, warm leads that require a lot less of a headache to turn into a sale. Not only would the sales team love the fact that they’re getting leads that have a much higher rate of conversion, they’ll notice their hard work being appreciated by giving them what they do best – converting a warm lead. This allows you to have less leads fall through the cracks because your sales team is dealing with people ready to buy.

Reason 2 – Feedback For Marketing Team

When you hire a metrics-driven lead generation company, you’re not only going to get results, you’re going to be getting quality data for your marketing to work with. Imagine this: the leads you’re getting will also be giving you incredible insight on what the demographic of your typical customer is. With more sales equals more data, which equals a better understanding of who your potential customers are and how to sell to them. Every sales team will not only succeed, but thrive under the guidance of lead generation marketing teams.

Reason 3 – Valuable Guidance

Get the best guidance to help with all the latest tools that are necessary to generate leads and make sales. As we all know, we’ve turned into a technological world that relies on technology to conduct business. As we have skype to have business calls with partners across the world, we also have lead generation software that automates and simplifies tasks that would ordinarily take hours, now take minutes.

Acting as an extension of your internal sales and marketing team, the right partner provides you with expert guidance on setting up each of your sales technologies in the way that best fits your business. That way, there’s a smoother learning curve and everyone is allowed to get back to what’s most important: closing more sales.

Reason 4 – Quality Sales Cycle

Hiring a B2B lead generation partner helps make that happen for your business, acting as an efficiency catalyst between your marketing and internal sales teams. Think of it as an extra branch of your business that helps the company grow by helping all the other teams streamline their practices because they no longer have to worry about getting leads for themselves. Getting a quality leads is half the battle, and with half the battle being fought by an outsourced lead generation company, you’re left to focus on the more important things – your business.

Whether you’re looking for outsourced lead generation or other sales solutions, every business appreciates more efficiently generated leads and quicker closed sales.

Lead Generation Agency Sales Funnel

How To Handle Inbound Phone Leads

Lead Generation Agency Inbound Phone Leads

As 2019 is just arriving, our dependency on internet leads is growing more and more. The question the lies: How do we respond to the age-old ways of getting leads, phone leads?

As daunting as it may be, getting a phone leads is one of the fastest and most efficient ways of securing a sale. People get nervous, people slip-up and don’t say the right things, so how can someone take advantage of these golden opportunities. There’s good news – there’s always opportunity to grow and become better. When you’re using lead generation company that will send you an influx of quality leads, the more efficient you’ll need to be to close all these new phone leads.

To ensure you’re taking full advantage, here are a few lead generation agency tips you can utilize to get better on the phone.

Answer The Phone

As simple as this sounds, you have no idea how many companies actually let it go straight to voicemail and call them back. There may be some company strategy behind it or a company is really too busy to answer. Nevertheless, we highly advise you try your best to answer all incoming calls.

This may sound shocking but 20% of inbound sales calls never make it to the sales team. Challenges such as auto attendants, call routing errors, and voicemails only add to the problem. We need to be able to get all callers connected to a live person as many times as possible to better the odds.

We recommend having a capable receptionist that is completely amazing and getting your leads and your salesmen connected. In all the industries we’ve provided B2B lead generation services to, a great receptionist is critical for the initial contact with a customer.

Collect And Give Information

Here’s another one that should be obvious but yet is still widely overlooked. Simply put: ask and you shall receive. Numerous studies have documented how poorly most customer inquiries are handled.

Basically, too many do salesmen skip over the fact to get information on their customers that they’ll need and give information about yourself. People like to feel important and need someone to listen to them.

Let your callers talk and remember what they say. Always take notes and have a solution for a possible problem that may arise in the future.

Don’t forget to follow-up. There are too many missed opportunities simply because a business forgets to call back a customer that was previously interested. Live’s get busy and people forget, but it’s your job to remind them.

Customer Expectations

Be sure to maintain consistency with the branding of your business. Always answer their questions and give them the information they’re looking for. Most importantly, the first impression is always the most important and you need to be doing everything you can to keep them engaged with you after the first impression.

Your goal is to give your customer a memorable and pleasant experience on the phone so that they can expect to have the same great experience with your in person when they need you and they’ll want to come back.

Be persistent. Don’t give up on a new sales lead too soon if you don’t feel it going your way after the first impression.

Take these few tips into consideration when thinking of leaving that phone call to be answered by the voicemail, or if you just don’t think you’re up for the task. All you need is practice and in time you’ll be an expert at closing all the leads your business’ lead generation partner is sending you.

Learn More About Sales Lead Generation

If you’d like to learn more, we encourage you to follow our lead generation agency blog for more tips & tricks in lead generation. Learn the difference between B2B lead generation and B2C lead generation, about different lead generation companies, and sales lead generation in general.