– TECHTONIC SALES –

Lead Nurturing Strategy

Meghan Hatalla

Expert Blogger

MEGHAN HATALLA

Expert Blogger

3 Reasons Why Your Lead Nurturing Strategy Isn’t Working

Nurturing is about helping something grow into maturity. Whether we’re talking kids, plants, or your leads – providing careful oversight is key to steering them toward success.

Lead nurturing is a journey. As with any journey, there are points along the way where your leads may get lost, or shuffled to the bottom of the pile, so it is important to have the necessary information and engage in multiple points of contact to help guide your leads successfully along the path.  To see them through the sales funnel and through conversion, it’s important to provide value.

If your leads are getting lost throughout your nurturing strategy, it’s time to recalibrate. Here are some of the most common mistakes Techtonic Sales sees in ineffective lead nurturing strategies–and how to fix them.

 

How to Fix Your Lead Nurturing Strategy

Decrease Repsonse Time

It might surprise you of how important those first few seconds are when a lead comes in. For example, our research shows that a call placed within the first five minutes of receiving a lead is four times more likely to be qualified than one at 10 minutes… And 21 (!) times more likely than a call placed at 30 minutes.

This first point of contact is an important, fleeting moment. Techtonic Sales can help you capitalize on that momentum. The first response often scores the sale; here’s how we can help ensure that first response is you.  [how does Techtonic Sales do that?]

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Download our free infographic, and get a closer look at what makes our business procces more successful than others.

Concentrating Efforts on the Right Day and Time

Just like the importance of response time, choosing the *right* time to contact leads matters, too. While you shouldn’t put off responding to an inbound lead in favor of these suggestions, it might be worthwhile to focus cold calls around these time–and don’t forget to adjust for time zones!

  • Thursdays are nearly 50% better than Tuesdays when contacting a lead. They’re also the best day to qualify leads!
  • 9am calls are far more likely to lead to a conversion than a call after noon.

Clearly, the importance of timing on lead generation can’t be overstated.

[Visit our Sales 4.0 visual whitepaper. In this report we seek to detail some of the most important challenges facing sales executives and their teams today.]

Sales is at Odds with Marketing

Lead management shouldn’t exist in a silo. Many organizations treat sales and marketing as two separate beasts, though they’re more efficient as a team.

Content marketing should be a cornerstone of any lead nurturing strategy.  Creating personalized content, geared toward the needs and interests of your prospects, will keep your organization on their mind.

A New Approach to Lead Management

It’s one thing to know what to do, and another to be able to implement it. We know that your current lead nurturing strategy is informed by number of things–staffing, budget, etc.–and it’s not always possible to change it on a whim. Utilizing a firm that can provide agile execution for your lead nurturing strategy might be the answer.

Learn more from Techtonic Sales!

If you’re interested in reading some case-studies, or if you’d like more information about how business process outsourcing can help streamline and strengthen your company, feel free to contact us 612-455-7124 or email info@techtonicsales.com, and we’ll get you the information you need.

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