Lead Nurturing

When you stay in touch with your "not yet ready" or "not yet qualified" leads, you nurture those leads with the goal of developing them until they eventually turn into hot sales prospects.

Effective lead nurturing results in more sales—up to 300% more sales from leads you’ve already paid for. By carefully tending leads that your salespeople may be ignoring today, you can make much more money and a far better return on your marketing investment. In a cool market, nurturing leads can mean the difference between going under and record profitability. In a hot market, it means crushing your competition.

In the long run, a strong lead nurturing program will produce more sales than even the most talented and experienced agents can close initially. Business owners who understand the nature of the extended sales cycle can reap the benefits of good nurturing and follow-up.

Leads360 can help your business implement lead nurturing best practices to become a more profitable organization through two automated mechanisms:

1. Leads360’s lead management software includes automatic and customizable reminders that prompt agents to follow-up with leads in a variety of ways. For example, a reminder could automatically prompt agents to call leads a month after their last contact, or on the lead’s birthday or anniversary.
2. Leads360’s automated email nurturing capability can automatically send emails to stay in touch with prospects. These emails can be generated after a milestone is reached, such as sending an email momentarily after first contact and then automatically following up with useful content, once a week for four weeks.

Leads360 recommends that you follow industry best practices when using our lead management system to launch a lead nurturing program. This includes:

• Varying your format. Because different people respond to different kinds of communication, you want to vary the type of contact you make. Newsletters, personal notes, relevant articles, and follow up calls can all work well in combination.
• Adding value. Effective nurturing comes from being consistent and relevant. Use lead nurturing to distinguish your organization as a provider of value and you will create the relationships that result in increased sales over time.
• Keeping it short. People want “snack size” bites of information. They are not going to read a three-page letter or an entire newsletter, particularly if only one article pertains to their situation. Create one or two-paragraph pieces that grab attention and tell the tale quickly or very brief phone calls or voice mails to alert leads to a development or other communication that relates to them. Short and consistent communication will keep you top of mind—and ensure your leads actually read or hear the message you send.