Understanding lead nurturing benefits is crucial for businesses with complex sales cycles, where closing a deal can take weeks or even months. By providing prospects with valuable information instead of a sales pitch, you build trust and increase conversions. The right contact means giving the customer the information he wants, and not trying to sell him something. Here’s the leading litmus test: can your prospects benefit from the information you provide regardless of whether they buy from you? To go through this step: there is a list.
1. Know Whom You Are Talking To
Analyze your database to segment audiences based on industry, job title, and behavior. Identify how they first engaged with your brand and what information they need to move forward in their buying journey. This will help you collect the information to the right people; and also identify what information is most important to them and how they want to use and consume it.
2. Find Out Where It Hurts
Address your audience’s pain points by asking: What keeps them up at night? What information or tools could make their job easier? Understanding their challenges helps you create highly relevant content. This way you can identify what they want to know more about. For example, you can ask the following question: what kind of problem keeps you up at night? What kind of resource would make your life easier?
3. Lead Nurturing Will Ease the Pain
Develop content that directly addresses customer pain points. When prospects consistently find solutions through your content, they start seeing your brand as a trusted expert, making them more likely to buy
As a result: the next time your salesperson calls you, he doesn’t have to make small talk before concluding with a boring line about the customer’s readiness to buy. They can have a meaningful conversation about the latest presentation that was broadcast as part of your leadership program.
According to Forrester Research, B2B marketers who nurture leads generate 50% more sales-ready leads at 33% lower cost compared to non-nurtured leads
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