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The Heart of Sales is Nurturing

The rise of social media in shaping the prospecting/sales process has changed the way some marketers interact with prospects. Remember at the core of any effort should be a solid lead nurturing plan that ensures that the leads generated are properly guided through the sales funnel.

Incoming lead campaigns enable you to identify sales-ready leads versus those that will need to be nurtured further by sorting leads into “hot”, “warm” and “cold” categories. Remember to let these leads opt-in or opt-out of the further communication from your organization.
Stay-in-touch AKA drip marketing campaigns are useful for prospects that are not yet sales-ready for a variety of reasons. By sharing information of perceived value to these prospects on a regular basis, you create top-of-mind awareness of your product or service.
Accelerator campaigns are designed to move prospects through the buying cycle more rapidly by “prodding” the leads in a meaningful way. The nudges are triggered by a variety of factors for example, a product update, special offers or other.
Lead lifecycle campaigns maximize marketing’s investment in lead generation by ensuring that leads are not lost or abandoned. Three categories of lead lifecycle campaigns include:

• Lead handoff campaigns automatically pass the lead to sales when it is ready to be closed.
• Lead recycling reassigns and tracks leads that cannot be pursued by sales in a timely manner.
• New client drip marketing campaign developed specifically for new customers to foster loyalty and generate cross- and up-sell opportunities.

How do you implement drip marketing?

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