Effective Lead Nurturing in Stages

We all know that website traffic doesn’t necessarily immediately translate into paying customers. Most online visitors don’t convert from the get-go, as some prospects need more time before moving further along the sales funnel. This isn’t necessarily a bad thing, though. The key is to look at this turn of events as an opportunity to give them all of the information they need to be convinced that your brand is the best option available to them.

Fortunately, there’s a way to nudge them along a bit faster. You can help your leads arrive at a buying decision quicker through the use of lead nurturing strategies. When done right, lead nurturing can be an effective method to convert more of your online traffic into viable leads and eventually, paying clients. This is one of the driving principles behind quality lead generation strategies.

Think of it as a series of steps to build relationships with visitors. Steps that eventually allow you to earn  their trust. Once that trust is gained, there is a higher probability that your brand remains top-of-mind and that when they’re ready to make a decision they’ll end up purchasing from you. Best case scenario, they might even become advocates or brand ambassadors somewhere down the road.

Ready to start your own lead nurturing strategy? Here are the four stages of a success nurturing campaign:

Hubspot Buyer Journey

(Image source: Hubspot)

  1. Attract

It’s important to know who your ideal customer is, and the way to do this is by creating buyer personas. A buyer persona describes your ideal lead. A typical profile includes a buyer persona’s likes, dislikes, the demographic to which they belong, motivations, personal aspirations, and other bits of information that will help you form a realistic image of your ideal customer.

These are the people who want and need your product or service the most. Once you’ve created your buyer personas, you can create content and messages tailor made for your target audience. This allows you to publish quality content that your ideal customer will find useful or valuable. You can also use these profiles to create effective SEO strategies, optimizing your website design, and social publishing to be as attractive as possible for your ideal audience.  

  1. Convert

This is the stage where you gather contact information from online traffic. Contact information such as email addresses, names, contact numbers, and other details are important pieces of information for any online marketer, as they give you a channel through which you can reach out to prospects.

For visitors to willingly give you their email addresses and other contact details, you need to offer them something valuable in return. This includes free eBooks, white papers, webinars, and other content that they’ll find useful, interesting, or entertaining.

You can gather contact details by using forms, a call-to-action (CTA), landing pages, and a database for storing and accessing all of your valuable contacts.

  1. Close

After attracting the right leads and gathering their contact details, the next step is to turn them into paying customers. Usher them towards a buying decision by using closing tools at the right time.

Facilitate sales by using Customer Relationship Management (CRM) systems, software systems that can equip you with the right customer data to help you effectively build relationships with prospects.

Harness the power of email marketing by sending useful and relevant content to prospects until they are ready to buy. You can also use other tools like marketing automation software and close-loop reporting to close sales faster.

  1. Delight

Remember, relationship building doesn’t end with your first closed sale. Continue to engage your current customers through the use of surveys, relevant calls-to-action, valuable content, and social monitoring.

The idea here is to turn your existing customers into brand advocates and evangelists. We all know that there’s no marketing tool more powerful than word of mouth, and that’s what you want to encourage. Creating customer delight will drastically increase your chances of getting solid referrals and recommendations.

Using the right lead nurturing strategies at each stage of the buyer’s journey will complement and enhance your current lead generating efforts. This increases your chances of attracting quality leads, optimizing a customer’s lifetime value, and decreasing the cost per acquisition.

To find out more about what to do with your leads once they’ve been generated, read on here.

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