Inbound Marketing For Australian SMBs

5 ways to help small business nurture leads and get them sales ready

This week’s article follows on from last week’s 3 Ways To Help Small Business Get Leads From Social Media. So now you have your leads, the next step is to nurture them to get them sales ready.

The purpose of this article is to help you determine the goals for your lead nurturing tactics and give you ideas to help you get started.

Once you have a lead look after them and give them want they want/need when they need it and it will be you they think of when they’re ready to buy.  The best way to nurture these new leads is via email marketing and social media. Below are my 6 goals for lead nurturing and 5 ideas to get your leads sales ready.

Here are my 6 goals for lead nurturing

1. Trust
2. Credibility / thought leadership
3. Education
4. Staying top of mind
5. Connection- give them a reason to connect with you on social media, subscribe to your blog or sign up for a monthly newsletter
6. Sales - and finally identify who is sales ready, present an offer like a consultation or limited discount to see who is ready to speak to a sales person

And here are are my 5 ideas for nurturing your leads and getting them sales ready

1. Share helpful information – share a recent blog article and ask them to subscribe to your blog.
2. Maintain a consistent presence on social media – engage and share information that is interesting and valuable. Ask questions and encourage your network to engage, retweet and share. Let your personality shine through so your network gets to know your company on a more personal level.
3. Give something else away for nothing – is there a free tool, calculator, analysis tool or something that will help them qualify your service/product? Give this to them to use as a ‘thank you’ or Facebook exclusive.
4. Share additional information to help them trust your company something like: a case study, company video showing the staff, explain your value proposition, quality of work or qualified team.
5. And finally give them a compelling reason to want to talk to a sales person – discount, free analysis or limited time offer.

Do you have something to add to the list? Please share your thoughts or questions in the comments section below.

 

Other articles you might find interesting

 

Learn The Inbound Marketing Approach To Meaningful Engagement

Inbound Marketing Tactics For Lead Nurturing Success

3 Steps To Planning Your Inbound Marketing Tactics