Improving our lead nurturing strategy can help us sell more, faster, and using fewer company resources. That's why, in this article, I want to explore the relationship between lead nurturing and sales and see what the best strategies are to sell more with lead nurturing .
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How to make sales with a lead nurturing strategy
What is lead nurturing?
Lead nurturing is a technique used to get leads to move faster through the sales funnel. It is based on creating a valuable relationship with the customer through continuous communications , with the aim of helping them navigate the different phases of the purchasing process.
Lead nurturing
If we consider that, according to a study by Marketing Sherpa , 73% of users who leave their contact details to a brand are not yet ready to buy, we soon realise the importance of this technique. Without proper lead nurturing, we will be missing out on many conversion opportunities.
Lead nurturing helps you close sales faster, reduce the resources used to achieve each conversion, and achieve sales in an automated way. But to achieve all these goals, we need to have a well-thought-out and optimized lead nurturing strategy.
Lead scoring, the other side of lead nurturing
Before looking at which lead nurturing strategies work best for selling, we need to take a moment to review a tactic that complements lead nurturing: lead scoring .
Lead scoring consists of designing an objective system to give a score to each lead based on their interest for the brand. With this, we can correctly segment the different user profiles and the different stages of the purchasing process in which they are... and not all leads are the same, nor should they be treated in the same way.
