Posted on September 21st, 2011, 22:15
A slow and steady approach is required for sales and marketing purposes. The power to sustain customers’ loyalty is extremely important and bears enriching results. The bygone era of monopoly and aggression is no longer relevant in a competitive environment. Today customers are aware of their importance.
They cannot be hoodwinked or forced to buy something. An aggressive demeanor will make customers non-responsive and crush all your hopes of proving your worthiness. The present era is one in which customers have to be coaxed and wooed to be listed in their good books. This process of coaxing and wooing is appropriately called lead nurturing.
There is no dearth of commodities available in the market. A new player joins the field every day, giving customers further advantage to play the game according to their rules. Nowadays customers use their reasoning powers and logical analysis to decide on the products that they wish to buy. Thus, you have to maintain a cordial and satisfactory relationship with your customers without an overt sales pitch display. If you wish to win the race you have to nurture the course to convert your customers into definite sales targets.
The lead nurturing process helps in identifying prospective customers, ushering them gently and leading them onto a sales-oriented path. Identification of your prospective sales target is a tricky process. Without a system to help you categorize your prospective leads from the mass of information acquired you will be disoriented and drown. To make your task easier, lead nurturing software deploys the lead scoring process that helps in identifying your hot leads from those that are not yet sales ready.
This gives you an idea which leads to concentrate on immediately and which ones need some more attention. Some customers may not be ready to jump into a hasty decision, and they take their own time. These leads opt to go through laborious processes of evaluation, comparison and assessment before making their final decision. They have to be shown results to be convinced. It is a good practice to knock on their doors once in a while to let them know that they are still your valued customers.
You need to send them relevant information from time to time. For this you have to know what products they are interested in. You have to monitor their online activities and check out which websites they visit often, what product information they want through newsletter subscriptions and emails, what contests they participate in, etc. All these are not possible manually and you need a competent automated system.
You can get all the information that you need for analyzing your sales targets, their requirements and interest levels, their readiness, etc., through automated lead nurturing software. With this software none of your customers are overlooked, neglected or forgotten, thus securing every opportunity for you to advance surefooted towards the winning goal.
Click here for more on marketing automation, marketing automation software, lead management system