About Lead Nurturing
There is an evaluation that 80% of marketing leads given to Sales are not acted upon.
Why? Quite often, the sales reps simply don't have time to “work” the leads – especially those with a 'B' or 'C' categories of leads (prospects who are not ready to show their interest).
To avoid losing leads, you need a disciplined and well mannered lead nurturing and lead management strategy to follow. Below are five key points of our Lead Nurturing Approach which strives to over-qualifying nurture leads to achieve higher close rates:
- Strong and intellectual value proposition, overall positioning and description for offered product or service.
- Understanding the role of the prospect: Is the prospect a Decision Maker or Influencer?
- Specified Key Points.
- Obtain the prospects interest or likely time frame for purchase.
- Finally, based on information gathered, either Rule In or Rule Out the lead (or for the latter, Reconstitute a lead nurturing strategy).