Marketingblatt - Marketing Blog


Nurture leads and reap profits

W4 | W4 / April 19, 2018
Does the following sound familiar? You walk into a store and discover a product you are not really sure if and how well you can use it. Maybe it is something you have never seen before. And all of a sudden it just sits there and is thoroughly convincing. You will definitely buy it if you have the money to do so. Thanks to lead nurturing, you can manufacture this sales situation online – targeted and without coincidence. 

The lead nurturing process

You have to make the right offer at the right time to turn a prospect into a customer. How do you do that? Find out what your leads need. Qualify leads and nurture them until they are ready to make a purchase.

Lead nurturing processes are as individual as your leads. Big purchasing decisions take a lot of time, sometimes even years. It is important to keep leads engaged over this time period by feeding them with interesting information.

Lead nurturing: tips and tricks

Do not waste any time once you have been approached by a prospect. 30-40% of orders are placed with businesses who react first (Source: Show prospects your competences during the lead nurturing process. This raises brand awareness and establishes trust.

Lead nurturing with marketing automation

The best foundation of lead nurturing is marketing automation. Gathering and documenting information, doing analyzes and personalizing marketing activities require an automatization tool.

Lead nurturing process – essential questions
  1.  What are the goals of your campaign (target group, content, success criteria)?
  2. When are your leads ready to buy?
  3. Is your content really relevant to your leads?
  4. Is your campaign similar to traditional sales cycles?
  5. Are all incoming data on your leads documented, analyzed and used in an ideal way?
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Sarah Wilhelm
Sarah Wilhelm
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