Developing relationships with buyers at every stage of the sales funnel & buyer’s journey is as important as generating the lead. Lead Nurturing focuses its marketing efforts to understand the needs of prospects & provide information & answers they need. With this PowerPoint Presentation, we have given a general overview about Lead nurturing and how it can help you in succeeding in your Business

2. Magic of
Lead Nurturing

3. Imagine you have a great business website, with
detailed information regarding your products &
services, right calls to action & lead forms. You have
nailed it in lead generation.

4. So what’s the problem then?
Why aren’t your visitors
making purchases?

5. Because you are not staying on their radar.
Let me tell you a secret. In today’s world the buyer is the one
who is in control, with a wide variety of information available to
them.
So to match this marketers need to build relationships with
prospects & continue the conversation consistently rather than
demanding their attention.

6. Enter Lead Nurturing

7. A very few of the lot
will buy the first
time. The rest
needs some
guidance through
the sales funnel
before doing
business. This
guidance is called
Lead Nurturing.

8. Benefits of Lead Nurturing
• Establish contact immediately
• Building leadership through trust
• Maintaining constant communication
• Finding the problem or interest of the prospect
• Identifying segmentation opportunities
• Increase engagement
• Reducing the sales cycle
• Finding Cross-Sell & Up-Sell Opportunities
• Encouraging referrals & new lead generation

9. Lead scoring

10. Lead scoring strategy is critical for segmenting your sales
pipeline & effectively engage with sales leads.
It is the backbone of a strong lead nurturing system as it
identifies when & how to address prospects with most timely
& relevant communications.

11. 4 dimensions of Lead Scoring
1. Lead Fit
2. Lead Interest
3. Lead Behavior
4. Buying Staging & Timing

12. Lead Fit
This will describe how well a particular prospect
matches to your usual buyer. The introductory data
includes
• The prospect’s job title, company size, location,
experience etc.
• Company’s name, size, location, annual revenue
etc.
• Budget, Authority, Need & Time (BANT)

13. Lead Interest
This will help you to track your prospect’s online
behavior to ascertain how captivating your brand is
to the prospect. The best marketers assign
numerical values to the prospect’s behaviors.

14. Lead Behavior
This is to identify whether the lead is serious about
buying or just snatching your precious content.
Here you can assign lower values introductory
behaviors & higher values to proper actions.

15. Buying Staging & Timing
It’s important to identify whether a prospect is
within your brand’s sales model. Marketers align
behaviors with top, middle or bottom of the sales
funnel.

16. Other effective Lead Nurturing tactics
• Using targeted content
• Multi-channel lead nurturing
• Using multiple marketing touches
• Timely follow ups
• Personalized emails
• Sales & marketing alignment

17. Get started
Now is the perfect moment to kick
start your Lead Nurturing efforts if
you haven’t done it already! No
more waiting!

18. Also, don’t forget to be more human in your efforts
and after a certain number of “no” move that lead
out of your database. 5 is a fairly good number.
Setting the bar too low might lead to miss out &
setting it too high might develop a bad reputation.
And if you need new leads, DataCaptive will always
be there for you.

19. Thanks for tuning in!
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