You know that B2B lead generation is just one part of your over-all marketing campaign, and one that can be very costly if you do not handle your IT sales leads right. You need to know how to properly nurture your sales leads. The way you do that can be different, since every business has its own way of nurturing its business contacts. As a rule, it will cost you five times more to generate new B2B leads than to just simply nurture the ones you already have. Price-wise, you know that you have to do this. It is the smart choice that business managers make. As for the process, if you can take note of the seven steps to proper nurturing of business leads:
- Inform – as you can see, business prospects are interested in you because you are providing something to them of value. You know just how important it is to keep them interested, and you can do that by providing the latest business information that they might need.
- Educate – not that you are telling them what to do or not what to do, but what makes appointment setting campaigns a success is by properly informing them of the methods and strategies that they can use to improve their own business processes. Basically, you can be an expert that business prospects go to.
- Involve – now, you need to remember that this is a two-way relationship. If you want the information you share to work, you have to get your prospects involved. They have to be given the opportunity to put things in motion.
- Validate – since you are already at the point that you are involving business prospects, it does make sense for you check if your contacts have applied whatever business suggestions you made. Touch base with them once in a while. You could probably use some phone surveys or something similar to it. It does not have to be outright IT telemarketing, you know.
- Convert – you have probably reached a point in your interaction that your prospects’ interests have reached a level where they want to know even more about you. This might even be at the point where they are now willing to do business with you. When that happens, just ask for it. There is nothing wrong when it comes to that.
- Sustain – all right, you may not have to reach this part, especially at POS (point of sales) deals, but for transactions that takes a longer time to complete, you need to exert some effort to ensure that the interest of these prospects stay strong. Otherwise, there is a very high likelihood that they will back-off from the deal. When that happens, well, you are practically back to square one.
Speaking of square one, lead generation is an evolving process, especially at the part where you are nurturing leads. Once you have reached step six, it is time for you to repeat the process all over again. That is how you properly do it.