As marketing departments shift their strategy to increase their inbound marketing tactics to generate new leads, lead nurturing is becoming more and more important. Generally, experts agree that inbound marketing nets a 1-3% conversion rate on its own. Leaving you an opportunity to capitalize on more business if you adopt some lead nurturing tactics. You can effectively grow your conversion rates, as well as increase customer loyalty and customer retention.
What Is Lead Nurturing?
Lead nurturing is a process of engaging your audience and offering more information, customer service, and supporting the buyer’s journey. Lead nurturing is a way to build a strong relationship with a potential customer so that they feel confident enough to give you business. A successful lead nurturing tactic will help you close more deals, but requires a lot of time and a tailored strategy.
Lead Nurturing Tactics To Consider
Here are five lead nurturing tactics we recommend to help you increase your conversion rates from inbound marketing:
- Target Your Content
No two customers have the same needs. So tailoring your content to the buyer personas of your customer base can help you meet their unique needs. By meeting their needs, you’ll win their business.
- Utilize Multi-Channel Outreach
There are so many effective ways to communicate with your potential customers from calling emails to social media. Use all of these channels to reach your audience. To do this effectively, make sure that your sales and marketing teams are fully aligned in order to communicate strategies.
- Follow-Up, Follow-Up, Follow-Up
You never want a strong lead to go cold and the best way to avoid that is with a follow-up. You want to follow-up quickly when they are still fresh in your mind and then routinely into the future with new information and content to help them remember you. Depending on your industry, it takes anywhere between 5 and 10 touches before you have a conversion.
- Deploy Lead Scoring
When you have a small marketing and sales team, it can be hard to nurture every lead. A lead scoring method will help you rank your leads from most to least likely to convert. From there you can spend the bulk of your energy on the “hot leads” and less on your other leads.
- Measure Your Success
The best way to utilize your resources is to make sure that what you are doing is working. So you’ll want to use a variety of metrics to measure your return on investment. There are several ways to measure your success, which you use depends on your overall strategy.
Implementing a lead nurturing tactic can be time-consuming. So it can be hard to really take advantage of all the opportunities available. At ignitedLOCAL we can help. We’ll work with you to generate content, deploy your strategy, and ensure that you never miss an opportunity to convert again. To get started, give us a call and we’ll help you make the most of your inbound marketing.