50 to 80 percent of all leads are potentially wasted if not managed properly. Industry surveys indicate that only 10 to 25 percent of all leads are interested and ready to buy. A similar percentage of leads are not qualified at all. The problem is how do you get those leads from a “blind date” to happily “married with children”?
In B2B marketing world, this “wooing” process is called lead nurturing, defined as the process of building a relationship with qualified prospects who are not yet sales-ready, regardless of budget, authority, or timing – to become a happy satisfied repeat customer who refers you to their friends. In our guide, “The 6 Steps to Lead Management: From Blind Date to Married with Children” we discuss how to make this happen.
Just as in dating, lead nurturing can be described with defined stages. Download our free guide to learn more about these stages:
- Introduction
- First Date
- Dating
- Proposal
- Wedding
- Children
Done right,proper lead nurturing creates more educated buyers, helps you better understand their needs, and ultimately translates into more revenue. According to Aberdeen research companies that are Best-in-Class in the lead management so a 90% improvement on companywide annual revenue growth, and on average 59% performance increase.
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