As we’ve covered extensively on this blog in the past, lead nurturing is crucial in any digital marketing efforts. Once you get your prospects into your database as leads, you need to nudge them slowly toward the sale in an effective, non-pushy way to maximize your chances of turning them into customers.
Most inbound marketers separate this funneling process into three steps: Top of the Funnel (TOFU), Middle of the Funnel (MOFU), and Bottom of the Funnel (BOFU). Today, we will consider how you should communicate when your leads are new in your database and have not yet heard much from you. Keep reading to learn 4 lead nurturing TOFU best practices, and how CRM software can help accomplish them.
Prospecting is a dirty word for a lot of small business owners. It’s intimidating. It’s hard work. And the deck is stacked against you: it takes an average of 18 dials to talk to one possible buyer, and more than 99 percent of cold call clients won’t call you back. That’s the bad news.
But the good news is that you have options for making prospecting easier. If you can manage to get an introduction before your call, B2B buyers are five times more likely to engage. And if you reach out to a prospect before anyone else does, you have a 56 percent higher chance of making the sale.
We all know that prospecting is largely a numbers game, and the 3:1 rule can give you a good indication of your prospecting success: 3 calls to 1 good prospect, 3 good prospects for every qualified opportunity and 3 qualified opportunities for every sale. Here are your best practice options for making the most of that ratio.