“50% of leads are qualified but not ready to purchase.” That’s a pretty powerful stat as many companies pass leads off to sales too soon. The end result is Sales wastes time on leads that aren’t ready and doesn’t spend enough time banging the phones against the hottest leads. This article pinpoints some top tips for moving leads along the buying cycle using lead nurturing.
Not ready to purchase means they need nurturing.
When you meet someone for the first time, you don’t ask him or her to marry you. Even if you fell in love at first sight and were sure you would be a perfect match, you would do something else first: you would get to know them. You find out more about them. You discover their likes and dislikes, their goals and dreams, what they might want out of a relationship. This process is commonly known as dating. There’s a process that most people are familiar with. There’s a first date. Usually you don’t reveal your biggest secrets on the first date. It’s a gradual process that takes time.
You should approach potential customers entering the sales funnel the same way. When the customer first enters the sales funnel, don’t try to make a sale right away. This is equivalent to asking them to marry you before they’ve gotten a chance to get to know you. That’s much too forward and may scare away a potential lover.
The dating process in business is called lead nurturing. We’re going to help you get the sale with 8 lead nurturing tips that will make customers fall in love with you.