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We have spent a lot of time discussing the costs and benefits of nurturing leads, including recycling older leads. The question for your particular company is whether all the resources consumed by lead nurturing yields a positive return on investment … Continue reading
Posted in Marketing
Tagged lead nurturing
We’ve established how important it is never to waste leads. If you can’t make the sale now, recycle leads for later marketing efforts. Hopefully, on the first round of contacts with the prospect, your Marketing or Sales Departments gathered some … Continue reading
Posted in Marketing
Tagged lead
Last time, we examined the first component of a lead lifecycle campaign: lead handoffs. Today we’ll look at the next component: lead recycling. This refers to what you should do with leads that are not yet “sales-ready”. The first point … Continue reading
Posted in Marketing
Tagged lead recycling
One of the problems faced by a marketing department is the prospect of leads growing stagnant or getting lost. This is universally frowned upon — you should never lose sight of a lead. Each lead in a marketing database is … Continue reading
Posted in Marketing
Tagged lead handoff
A few more words about accelerator campaigns… You can decide to pursue multiple accelerator paths once you’ve nailed down the basics (as described in the previous post). Multiple paths can rest on different buying stages and interest levels of prospects. … Continue reading
Posted in Marketing
Tagged accelerator campaigns
I’ve devoted the first eight articles in this series to basic concepts of nurturing leads. Let’s move on a couple of advanced subjects. The first is accelerator campaigns – methods to propel prospects towards making a purchase. The idea is … Continue reading
Posted in Marketing
Tagged nurturing leads
An important part of your stay-in-touch nurturing leads campaign is timing: how frequently to communicate with your leads. Every company should figure out its own schedule. In general, a good rule of thumb is to avoid contacting leads more than … Continue reading
Posted in Marketing
Tagged nurtuing leads
As we continue to review the basics of nurturing leads, I want to explain a little about buyer stages. These are the stages that a prospect progresses through as he nears the all-important purchase decision. One analyst firm has a … Continue reading
Posted in Marketing
Tagged nurturing leads
We have been discussing campaigns for nurturing leads and the challenges you face when establishing your opt-in policies. We should also mention that it is equally important to fine tune your approach to lead nurturing, taking into account the preferences … Continue reading
Posted in Marketing
Tagged lead nurturing, nurturing leads
Nurturing leads is great, but you have to get permission from your prospects first. They have the right to opt out of any lead processing campaign – it’s your job to have them opt in instead. This topic is hotly … Continue reading
Posted in Marketing
Tagged nurturing leads
