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Increase the Percentage of People that Buy
Approximately, only 5% of new leads are ready to buy now. This means that the majority of leads generated are simply not sales ready. This is where lead nurturing comes in. The purpose of lead nurturing campaigns is to increase the percentage of people that buy from you over time. There are two reasons why people buy. They purchase because they desire what you have to offer and because they trust you.
Provide Value and Build a Relationship
A well designed lead nurturing campaign provides value for your audience, so they desire what you have to offer and feel that they have a closer connection with you. Lead nurturing answers the questions in their mind as they are asking the questions.
Using Your Sales Team for the Best Result
Before we jump into campaigns, it’s important to realize that one of the biggest advantages of lead nurturing email campaigns is that they better prepare leads to speak to sales people, while allowing them to focus on leads that are sales ready.
If your sales team contacts a lead too early in their sales journey, a lot of your leads will not be ready to convert into a sale, frustrating your sales people and prospects. With the right messaging, leads can be educated on your products and services and will be ready to speak with a sales agent, without feeling pressured. This leads to more sales generated and a better conversion of leads into sales.
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