Effective Lead Nurturing

When organizations think about growing their pipeline, they tend to focus on the steps that their sales people can take to push existing leads towards successful closure. However, in reality, sales only controls a fraction of the total leads in the pipeline - typically no more than 20% of an organization’s leads are being managed by sales. 

 

Smart companies look to the top of the funnel, where the remaining 80% of the leads are sitting. They focus on nurturing these leads to get them to a point where sales can take over and run with them. 

 

If you’ve spent good money identifying these leads, doesn’t it make sense to spend the time and effort necessary to nurture them to the point at which they are sales-ready? 

As internet marketing experts, FunnelBuilders can help you develop and implement the programs you need to effectively nurture your leads to the point at which they are ready for hand-off to the sales force.

By focusing on lead nurturing programs you can: 

• Generate more qualified leads: Leveraging your existing prospect base means you can create more sales-ready leads - sooner
• Improve sales pipeline velocity: Delivering better qualified leads to the sales team means shorter sales cycles and faster revenue growth

The vast majority of online prospects aren't interested in having a conversation with a sales rep. They are visiting your web site to research your product offering. A small percentage of them will never become qualified leads but as many of 70% will eventually buy a product to solve their business problem - either from you or from one of your competitors. That’s why it’s essential to implement effective lead nurturing processes to carefully develop a positive relationship with these prospects. Left to their own devices, without proper nurturing, less 5% of these leads will ever become sales opportunities. Which means the majority of the hard earned marketing budget you used to develop them in the first place will simply go to waste.

Want to Learn More?

Contact us now to find how FunnelBuilders can improve your online lead generation programs today.