What does every business need more of? Leads! What happens when you get a lead? Sadly, in many cases, nothing at all. That’s why you need to become the guru with a killer lead nurturing strategy.
A lead is someone who has in some way expressed interest in something you have to offer to sell. If you put everything in a funnel with the wide side up, it would look like this: Leads > Prospects > Customers. You’re going to have many more leads than prospects and many more prospects than customers. When you get a lead, your goal is to qualify them, turn them into a real prospect, and then convert the prospect into a customer. In order to do that, you need to nurture your leads from day one with a great lead-nurturing strategy.
Here are the ten most effective ways to develop your own lead nurturing strategy:
1. Start with a Goal: Do you want to increase sales, educate prospects, and get people to download your free trial, or do you want to accomplish something else? It’s important to know what your intentions are from the start so that you can design your lead-nurturing campaign to fit in with the goal.
2. Edit, Edit, Edit: Every bit of content that you want to be consumed by your leads needs to be edited for grammar, clarity, and format. You want the free information you send them to represent the type of products and services you offer. If you make silly mistakes, they will notice and yes, they will judge you for it.
3. Outsource: If you are unsure about how to set up a lead nurturing strategy, seek out the help of a professional, like a marketing coach. There are many professionals that can take a look at your goals and help guide you through the process of what type of information you should push out to your leads.
4. Remember the Drip: Don’t send everything all at once to your leads. Instead, use a drip system where you send a little bit of information at a time over a period of time. Tease them, heighten their desires, and make them want what you have to offer before you give it to them.
5. Consistency Wins the Day: Like with a drip campaign, you need to send out messages and information to your leads on a regular and consistent basis. If someone signs up for your email list, they are expecting to get regular messages from you. If you make those messages short, to the point, and informative, your leads will be happy to get the messages.
6. Use Your Blog: Don’t forget about your blog, too. While you will use your email list to send information out to leads, you can also use your blog and the blog update feature within your email marketing system to notify leads of new blog posts. Keep the persona of your leads in mind as you write some of your blog posts directly for your leads.
7. Know the Buying Cycle: Every audience has a buying cycle according to the products and/or services that a seller is promoting. You should have information going out to leads at every stage of the buying cycle in order to qualify them and ultimately convert them.
8. Understand Your Audience: Nurturing a lead is different from talking to someone who has already purchased from you. Ensure that you separate leads from interested parties and from actual prospects or customers. In this way, you’ll be able to target your messages correctly for the audience.
9. Know Your Products: It should go without saying that you need to know your products and services backward and forward. Know how a product or service impacts your audience. If you outsource some of this work, you’ll need to help your contractors understand your products and services too.
10. Study Your Metrics: If you want to be certain that what you’re doing is working, go by the numbers. Before you start, determine what metrics you’ll study to determine success or failure.
When you embark on a lead-nurturing campaign, slow and steady wins the race. Deliver informative and engaging information to your leads on a regular and consistent basis and over time you will convert very happy buyers.
Imagine if you could wave a magic wand and you could get your ideal clients LINING UP to work with you. without having to wait months and months for “just that right” prospect to come along. What would you pay to have access to that kind of compelling marketing strategy? That process is easier than you might think when you have a book to help you market your business.
I can help you make that happen. The first step is to schedule a Book Profit Plan Session. After completing some necessary information on this form, you will be sent to my online calendar to schedule your session.