Lead Nurturing Tips to Hike up Conversions

Lead Nurturing Tips to Hike up Conversions

In any marketing endeavor, it is essential for businesses to have an effective lead nurturing platform. Having one entails an improved CRM experience and contributes to the overall success of a business organization’s B2B lead generation and appointment setting strategies.

Lead nurturing isn’t well off however with just engaging prospects. A truly efficient telemarketing and email program should be geared towards hiking up conversions of people into sales leads.

Lead conversions are a crucial gauge that indicates whether your marketing strategies are functioning enough to produce a high rate of revenue. Their effectiveness is tied to that of nurturing B2B leads for the sales pipeline. Prospects need a lot of goading and conversations in order to form sound decisions make a purchase. It is in this sense that businesses should enhance their lead management platforms to realize better CRM experiences and drive revenue.

Here are several ways to get better at nurturing your leads and turning them into valuable business opportunities.

Learn about the market

Aside from knowing what individual prospects want, which of course is a tedious process, businesses can do more with a general picture of buyer preferences. It is true that no two buyers are alike, but there are possibilities that they share common traits and interests. Find out what these are and focus your talking points on these components. That way, you will be able to produce more leads for the sales pipeline.


When engaging a prospect regardless what channel or combination of channels you are using, it is important to follow the CRM version of SMART, which goes to mean:

  •         Specificity – Narrow your discussions to one topic and related issues. Don’t deviate from your main talking points. Stay with it for as long as the prospect is interested.
  •         Manageability – Address database issues and keep your lead management program spotlessly clean from unwanted data.
  •         Attainability – Don’t waste your time on leads that won’t budge. Give them time to simmer and move to other leads. You can go back to them, but until then, zero in on people with high buyer inclinations.
  •         Relevance – In order to run home with a sales appointment, never try to flood your prospects with “sales speak.” What they want more, in fact, is relevant information about their issues and how your solutions can serve as the ultimate remedy.
  •         Timeliness – Consider the trends that pervade in the B2B industry. What are people currently talking about? This curiosity and reliance on marketing intelligence is crucial in drafting an effective CRM plan.

Consider a multi-channel marketing company

If it doesn’t go well for you and you can barely maintain a lead nurturing program with a shoestring budget, you can always partner up with a lead generation firm that has a proven track record in terms of customer engagements.

Prepare for an Email Marketing Campaign the Right Way

Prepare for an Email Marketing Campaign the Right Way

Every business has its own way of molding an effective lead generation campaign. For B2B companies, they enjoy access to a high amount of resources that make quality customer relations possible.

Some of them focus more on social media, while others invest on more direct channels such as in-person events. But recent marketers point to email as ideal for direct audience engagement, a fact concurred by many marketing institutions. But why so?

It is already understood that people in the B2B industry want things fast. They do not want to beat around the bush. They want immediate methods to extinguish the fire that is eating up their bush. In other words, they need solutions right away. Email gives them such a convenience in deciding for business decisions, but it doesn’t help sending messages that lack any value to their present situations whatsoever.

The problem for a solutions-provider like you involves creating an email marketing program that makes every send-out worthwhile. This initially entails knowing the appropriate methods to prepare for an email campaign that realizes conversion goals and makes up for invested capital.

Do your homework. Before implementing a marketing strategy via email, it is obviously essential to know what your target audience is talking about, what it wants and needs, and what it is composed. Try going on a journey without a roadmap. The point here is to determine critical areas that can be capitalized to force your audience defenses down.

Invest in infrastructure. In modern B2B marketing, a business cannot thrive long without well-established and functional infrastructure. The market is full with nifty lead nurturing and marketing automation systems that are worth a buck (maybe a thousand bucks). And simply having one already puts you on track towards an easier marketing experience.

Leverage your landing pages. So, a top-level CEO decides to click on the link featured in your email. But instead being transported to a compelling landing page, he is greeted by too many fields and an interface that has the word “mediocre” written all over it. When it comes to creating landing pages and optimizing your lead capturing devices, a perfect balance between convenience and effective web design is a necessity.

Adopt appropriate analytics. Before you even start an email campaign, you will also need to setup the proper analytics implements. Tracking variables such as ROI, online conversions as well as response rates provide an overview of your campaign’s effectiveness, allowing you to determine the appropriate actions to take whenever things get complicated.

Making it Big with Multi-Channel B2B Marketing

Making it Big with Multi-Channel B2B Marketing

The march towards modernity continues. B2B marketing is actively evolving, as evidenced by the increasing prevalence of marketing automation software. Everywhere, B2B sellers are constantly upgrading their lead management and lead nurturing platforms to grow their enterprises. Trends in the use of new marketing technologies are being harnessed, and new opportunities are introduced alongside developments in niches such as wearable devices and mobile connectivity.

From the onset, it looks like B2B marketing is hardly slowing down as moreharnessed. What with the heightened utilization of multi-channel B2B marketing activities, marketers will still see more possibilities to grow their revenue and expand their following. But in order to keep up, it is important to know the factors that presently permeate in multi-channel B2B marketing.

In an article posted on eConsultancy, three important insights detail how marketers use their mix of communication channels to acquire B2B sales leads as well as achieve extensive business objectives. Quoting from a report entitled The Reality of Multi-Channel Marketing, the article found out that:

Business needs dictate multichannel efforts

Marketing and sales activity is still largely dictated by business need, according to the executives interviewed for the report. The product or service and/or dominant customer segment profile go a long way to determining priorities when it comes to multichannel strategy.

Email is at the heart of multichannel

In the past, email was often considered to be less interactive than other channels, unable to engage visually like display or emotionally like social, but it is now re-emerging as a driver for a wide range of online and offline brand engagement activities.

The email channel has become essential within multichannel campaigns as the emergence of smartphones has meant that email opens on mobile have exceeded those on desktop.

As a result, emails that are fully optimized for mobile can create an enormous impact.

Paid search is key for acquisition

While mobile, social and personalization attract much attention, PPC is still demonstrating its worth for the majority of businesses. A study by Shop.org found that 46% of marketing budgets were dedicated to paid search.

Easily measurable and highly segmentable by location of consumer or bricks and mortar store, PPC is able to engage in deep targeting to deliver a high degree of relevance to a customer in the discovery stage. In Q1 2014, search began 44% of all US ecommerce transactions.

Appropriate B2B Appointment Setting for Software Applications Services

Appropriate B2B Appointment Setting for Software Applications Services

The software industry is clamoring for better strategies to a better sales performance. B2B businesses within the industry are hard pressed to find cost-efficient solutions that promise higher revenue growth, which can be realized through effective lead generation processes.

More importantly, B2B appointment setting deserves priority as it constitutes the transitional phase towards a sale. Now, the main problem that usually gets in the way for software companies regarding this aspect is the needed proficiency. No doubt, setting and scheduling appointments with B2B prospects is tough, and we can point to numerous reasons.

For one, marketers have found that intensely difficult to find the best approaches in engaging decision makers. There is always an element of uncertainty as there is no surefire way to determine whether a prospect is willing to buy or not. For this reason, marketers within consider the effective use of customer management skills and lead management analytics.

This is already a given, but many key players in the software development market are having difficulties in finding effective CRM solutions that promise high investment returns.

With these appropriate techniques in appointment setting, you are sure to give value to every sales opportunity that comes your way.

Define your objectives. This means looking to the important objectives you have set out for your sales teams. Having a purpose gives your organization a sense of direction, which is essential in creating effective plans for better B2B engagements. If it doesn’t work well for you, then try to reorganize your strategies based on the SMART principle.

Adapt to growing trends. Being a copycat is fine. After all, you will need to adapt and try out new things in order to get what you want. Follow the trends that dominate the B2B industry. Do you find any good results? Will it do your business good to harness these trends in your lead generation and sales campaigns? Are you willing to experiment? Well, if it means finding the right strategies, then it’s about time to get out of your comfort zone.

Focus on present issues. The software development market is competitive because there is always a demand for effective system packages. It would thus be beneficial if you focus your B2B appointment setting campaign on the talk of the town. Learn what solutions prospects want through social listening and cherrypick the most relevant issues at hand. You can then leverage this information for creating sales strategies.

Bored Email Subscribers- Breathe life into your email marketing campaign

Bored Email Subscribers- Breathe life into your email marketing campaign

It only takes one uninteresting message for your subscribers to mentally tag your emails as boring. That’s why every email is important – it should be able to maintain a high level of relevance and interest for them to keep opening your future emails.

But yes, a decline in open rates is almost inevitable, especially when you’ve been catering to the same people for a long time. In these cases, you need to revitalize your readers’ interest and find new ways to make the online relationship ‘fresh’.

Here are some of the things you can do to lift the boredom curse from your email subscribers:

Let them tell you what’s wrong

Something is definitely amiss. It’s for you to find out what that is. You can do a simple survey to uncover reasons that might have been causing their change of heart:

  • What exactly do they want to receive from you?

  • Any recent changes that made them change the way they treat your emails?

  • How often do they want to receive emails? Do they want to receive fewer emails in a week?

  • What suggestions do they have that they think will improve the email subscription experience?

Make minor tweaks on appearance and presentation

It wouldn’t hurt to test a few new templates – actually, a decline in interest is the best reason why you should do it. Retain half of your subscribers to receive the current template, while the other half will start receiving emails with a slightly more aggressive subject line, more lively colors and a freshly written text body. Measure any improvements. If none, no harm done.

Make it extra-personalized for the chosen few

Select about 10% of your email list based on who you think are more ‘precious’ in terms of buying capacity, requirements met and maybe a transactional history. Start customizing a special set of email copies specifically for your ‘elite’ list.

Basically, ask for permission to keep the communication lines open with them. Don’t use any template – have your email team compose a personal message with only a particular recipient in mind. This is an elaborate attempt to save an email relationship before they officially mark you as spam.

Don’t forget to go mobile

More people are opening their emails on mobile devices, so that means you need to make adjustments (you should have done this a few years ago) in the way you present your email copy. Keep your subject lines short so it won’t eat up a lot of screen space. Don’t insert your links in between a shrub of texts because it would make it hard for them to open them using their fat fingers. Also, make sure your rich media content and other aesthetic decorations are mobile-friendly.

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