You have a qualified lead. You can sense that your prospect is definitely going to make a purchase. What is the best way to convince your prospect to choose your company's solution over a competitor's?
If you have found yourself pondering this question, you are not alone. Many companies with a strong pipeline of qualified leads struggle with lead nurture and progression. With that in mind, here are a few tips on how to progress your leads to a successful close:
One size does not fit all. Build a marketing plan that accommodates for customers' unique business needs, addressing pain points and industry-related challenges. Then, personalize your nurture with quality content in your customer's preferred format and at at their preferred interaction level.
Address potential hurdles head on. Quality content provides value by educating clients on how your solution can address their pain points and any potential concerns. Whether the content is created by you (ex/case study) or a third party (ex/whitepaper) matters less than how well it addresses your prospect's specific concerns.
Help clients make the comparison. When the client is ready, drill down to the details -- provide demos, guided tours or opportunities to interact with experts during webinars or face-to-face events.
Timing is everything. When you sense that your client is serious about moving forward with your company, engage sales for a successful close. Agree upon the right time to make this transition to 1:1 meetings.
Want more details about lead nurture best practices? Watch this video to learn more:
How have you succeeded in personalizing your lead progression tactics?
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