“Businesses with strong lead nurturing programs produce 50 percent more leads than competitors at a third less the cost” – Forrester Survey.
Lead nurturing demands businesses to understand the requirements of prospects and try to consolidate relationships with them, at every stage of the purchase cycle. If done right, the practice notably increases the conversion rate, while decreasing the average customer acquisition cost. Analysts also claim that nurtured leads might make 47 percent larger purchases, compared to non-nurtured ones.
A careful and planned approach is the roadmap to a successful lead nurturing and sales. Many businesses fail to close the sales despite having an accurate USA phone numbers list. The reason is the inability to nurture the leads in the right way. Lead nurturing involves segmentation of leads, use of targeted content to guide them through the sales funnel and follow-up. The post points out a few practices that a business needs to implement and those it needs to avoid to be successful at lead nurturing:
Leverage Lead Scoring
Lead scoring, a vital component of lead management, enables marketers to qualify leads and measure their interest level in products or services. It also helps the telemarketer to identify the leads that have gone stale or the ones that have no purchase intent. The process reduces the time a telemarketer spends on nurturing a lead that has no interest in the product or service and increases the efficiency of the team.
Team-up with Sales
Sales team, although, doesn’t have much to do with lead nurturing, but telemarketers might take their inputs to create content, follow-up with the lead and close sale. It is true that sales professionals know what kind of content helps in starting a conversation. They have a better idea of pain points and expectations of customers, which makes it easier for the telemarketer to pitch in the right tone.
Educate the Leads
The telemarketer needs to focus on the ways to move the lead through the sales funnel. A practical and easiest way to do so is by educating the lead on the need of having a particular product or service. Gather informative content about the product or service the telemarketer is pitching to the customer. The team may share eBooks, research findings and other data with the client to make them more affirmative about the purchase.
Don’t drop Sales-ready Leads
If a lead is ready to speak with the sales team, don’t waste time in nurturing the process. Pass the lead to the sales so that there’s no delay in closing the sales. There are times when even an interested lead leaves in the middle of the sales funnel because of delay in progression.
Don’t Overwhelm Leads
Telemarketers need to understand the difference between being helpful and desperate. No buyer likes to talk to a desperate seller and it causes harm to the sales process. It is important to have an outreach plan to determine the frequency of calling the lead or the kind of message that needs to be delivered to the client and at what time.
Don’t Factor Lukewarm Leads
The number of qualified leads and revenue generated are the two most important indicators of the success of a lead nurturing process. Telemarketers often go by the number of leads that appeared to be keenly interested or requested for a second call a week later – when analyzing the success rate.
Last Few Words
Lead nurturing is an effective solution for revenue growth, if done in the right manner. A synopsis of what to do and what not to do, certainly assists in making a solid lead nurturing process. At TelephoneLists.biz, we aim at providing user-friendly software and support services to help businesses formulate better telemarketing campaigns. You may speak with our customer representative to get a customized USA phone numbers list or CRM support for telemarketing.
"headline": "The Dos and Dont's of Lead Nurturing in Telemarketing",