“Companies that nurture leads make 50% more sales at a cost 33% less than non-nurtured leads.”
Source: Forrester Research
Your company’s sales pipeline needs a consistent and qualified stream of fresh leads–the fuel that drives increased revenue. The good news is there has never been so many ways to fill your sales funnel. The bad news: Many don’t work for B2B companies or their cost-per-sale is too high. Before you “throw your budget against the wall to see what sticks,” schedule a 10-minute Brainstorm Session to hear our recommendations–no cost or obligation
50% of active leads are qualified–but not yet ready to buy. Yet, 65% of B2B marketers don’t have a lead nurturing system to follow up until they are! Marketing automation software and strategy bridges the gap between “I need” and “I want.” Watch this tutorial on the “7 Ways To Use Lead Nurturing in your Business.”
If you give reasonably good service, are scrupulously honest and sell a product or service that’s in demand in your marketplace, you’ll find current customers will respond favorably when you ask for time to show them more of your products and services.
You’ve heard how “telling isn’t selling?” That’s even truer with your digital footprint. If your company has a “brochure” website, you’re likely losing sales opportunities you deserve to competitors with “direct response” websites–ones that offer personalized, interactive shortcuts, tips, and proven solutions. You may be able to modify, not redo, your website to do this yourself. Request a “Lead Generation Assessment,” and discover the specific refinements we recommend.
Digital marketing is great for lead generation. But at the end of the day, it’s 50% easier to sell an existing customer more products and services than it is to find a new one. That’s why we recommend optimizing your customer and prospect database before you pay for more advertising. Email your list regularly to keep email addresses fresh. Upsell customers with personalized drip marketing offers. Use our exclusive Treasure Triangle Strategy to map out a digital marketing plan for your database.
Not every business can be completely systematized, but almost every business can automate some processes. Automating marketing processes is one of the easiest ways to start. Often you can eliminate your lowest-performing salesperson by automating basic follow-up systems. And these processes, unlike humans, consistently perform and are accountable in your metrics, such as Google Analytics or your marketing automation dashboard.
Making the commitment to go from email marketing to marketing automation is a big step with lots of “do this before you do that, before you do that.” In this interview, Lori Feldman demystifies the steps in creating high-performing sales funnels through nurture marketing.