James Cox
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This document discusses key elements of a successful lead nurturing program. It explains that lead nurturing is a structured approach to move leads through a sales funnel by keeping them engaged as they decide whether to purchase. The document outlines reasons for lead nurturing like keeping sales focused on hot leads and getting to leads first to win business. It provides tips for how to implement lead nurturing, such as identifying the target audience, creating relevant content, and improving the program over time. Finally, it notes that the secret to lead nurturing is developing relationships rather than just transactions.
James Cox
- 1. hosted by The fully-certified Hubspot Gold Partner
- 2. WE’VE GOT A LEAD… NOW WHAT? Key elements of a successful lead nurturing programme @JamesBuzzCox @Tracepoint #IMUK13
- 3. WHIZZ THROUGH… 1. What is it? 2. Why do it? 3. How to do it 4. The secret thing.... @JamesBuzzCox @Tracepoint #IMUK13
- 4. 1. WHAT IS LEAD NURTURING? Understand
- 5. buying
- 6. process
- 7. Lead nurturing is a structured approach to pull leads through your sales and marketing funnel. @JamesBuzzCox @Tracepoint #IMUK13 Clear
- 8. sales
- 9. stages
- 10. Needs
- 11. planning
- 13. 2. WHY SHOULD WE DO IT? Keep sales focused on the hottest... Keep leads engaged whilst they decide... Get there first and win the business Gleanster Research says 50% of leads are qualified but not ready to buy 25-50% of sales go to the vendor who responds first Only 5-25% of leads are legitimate and should go to sales @JamesBuzzCox @Tracepoint #IMUK13
- 14. 3. HOW TO WE DO IT… Key steps in building improving lead nurturing.... 1 Why 2 Who 3 What 4 When 5 Improve Generate new leads,improve efficiency, or re-connect? Who’s the target and what are we helping to solve? What content where and what’s the irresistible offer? How often? Marketing Sherpa says 75% of leads buy in 18 months Measure and improve after all automation frees us to focus @JamesBuzzCox @Tracepoint #IMUK13
- 15. 4. THE SECRET THING Transactional @JamesBuzzCox @Tracepoint #IMUK13 Relationship
- 17. hosted by The fully-certified Hubspot Gold Partner