Lead Nurturing
June 29th, 2007 | Marilou BarsamWhat is lead nurturing? Lead nurturing is all about having consistent and meaningful communication with viable prospects. John Miller mentions different nurturing lead activities in his marketing blog. He speaks about the importance of marketing to set up programs and activities that provide information on topics of interest to your target and that focus on the value of your solution. At TechTarget we have seen that by re-messaging to your lead through email, you increase the value of the lead. It allows you to gain face time with the most interested prospects. What nurturing tactics have you found to be affective?
June 29th, 2007 at 6:31 pm
I’m glad you found the post helpful! But I wanted to point out that the post was from Kelly Abner, Marketo’s new Director of Marketing and my new co-author on the Modern B2B Marketing blog. Thanks!
August 6th, 2007 at 5:19 pm
I agree with Kelly that “nurturing leads” or qualifying the leads are a great and necessary next step after receiving the initial leads. All in an instant, you are sure to loose the trust and respect you’ve earned to date from your sales team after handing over cold leads that don’t produce; it’s even worse when you hand them over to a channel partner. I have had success with all of the ideas suggested. There’s no better time - than this stage of the sales cycle - to begin to build a relationship with your prospect! Ohan Kedjidjian, Great Oak Marketing