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What Is Lead Nurturing? [Benefits, Strategies & Tools]

You’ve got a brilliant product or service, but your potential customers aren’t converting. Sounds familiar?

Getting leads is one thing, but nurturing them into loyal customers is different. That’s where lead nurturing steps in.

In this guide, I’ll walk you through the lead nurturing process, from its definition to how to create an effective strategy to ensure your leads are all set to do business with you.

In case you are getting started with lead nurturing through CRM, here’s a quick video to help you out –

What Is Lead Nurturing?

Lead nurturing involves developing and maintaining relationships with potential customers or prospects over time through a series of actions.

“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.”

– Brian Tracy

It involves nurturing prospects by educating buyers about your products and services to move them down the sales funnel. Essentially, it’s about guiding leads through every stage of their journey until they’re ready to purchase.

Read More: 8 Lead Nurturing Best Practices to Boost Your Sales

The Lead Nurturing Process

The lead nurturing process involves engaging and educating potential customers at each stage of their buying journey. Here are the stages of lead nurturing:

1. Lead Generation

Lead generation is the process of attracting potential customers to your business. It’s a crucial first step in lead nurturing, as it provides a steady stream of prospects that you can engage and convert into loyal customers.

Think of leads as seeds. You plant them, but they need care and attention to grow. Similarly, leads need to go through the lead nurturing funnel to progress through the sales funnel.

Read More: What is Sales Lead Generation [+ 9 Proven Strategies That Work]

2. Understanding Their Needs

It’s not just about bombarding leads with sales pitches. Lead nurturing involves understanding their needs, providing relevant information, and answering their questions.

3. Highlighting Your Unique Value

Showcasing what sets your brand apart is crucial. Whether through personalized communications or highlighting your brand’s strengths, ensure your leads know why they should choose you.

4. Guiding Through the Sales Funnel

The prospect nurturing process is not the same for all leads. It’s about guiding leads through the sales funnel based on their unique needs and where they are in the buying process.

How Can Lead Nurturing Benefit Your Business?

Lead nurturing is extremely beneficial for businesses looking to thrive in today’s highly competitive market. But how exactly can lead nurturing benefit your business? Let’s figure out –

1. Builds Client Relationships

It’s all about trust and credibility. By consistently providing valuable information, you’re not just selling a product—you’re building a relationship with your leads.

When it comes time to make a purchase, leads are more likely to choose your business because of the relationship you’ve established.

2. Educates Customers About Your Product

Lead nurturing campaigns allow you to educate leads about the benefits of your offerings and address their concerns. By providing relevant information, you help leads make informed choices, ultimately leading to higher conversion rates.

3. Shortens the Sales Cycles

Keeping your brand at the top of your mind is key to speeding up the sales process. Lead nurturing best practices ensure that leads are constantly receiving relevant information, making them closer to a purchase decision.

As a result, sales cycles are shortened, and you can close deals faster. Personalized and targeted communication boosts conversion rates and increases your average order value (AOV), leading to greater revenue.

4. Reduces Marketing Costs

Nurturing existing leads is often more affordable than acquiring new ones. By maintaining relationships with leads who have already shown interest in your products or services, you significantly reduce your customer acquisition costs.

How to Create a Lead Nurturing Strategy

An effective lead nurturing strategy is key to converting potential customers into loyal clients. You need to nurture prospects to convert them into loyal customers.

Here are some steps to create a lead-nurturing strategy that delivers results.

1. Define Your Lead Profile

Knowing your audience inside out is the golden rule in sales and marketing. But when it comes to leads, understanding them can feel like cracking a code.

Here’s a simple breakdown of how to know your leads better and tailor your lead-nurturing B2B strategy accordingly –


Don’t treat all leads the same. Segment the leads based on relevant criteria to tailor your messaging and approach.

You can create contact lists based on properties like name, email, and phone number. This makes it easy to group and retarget customers to boost sales. This method helps you better organize and manage leads.

Track Lead Behaviour

Look at how different groups convert to find hidden opportunities and improve your lead nurturing strategy. This helps you see what’s working and what you can do better.

Ask the Right Questions

When reaching out to leads, ask open-ended questions that reveal insights into their pain points, preferences, and buying motivations.

Leverage Tools and Data

Utilize analytics tools and CRM software to gather data and track interactions with leads.

By taking these steps, you can create a lead-nurturing B2B strategy that speaks directly to the needs and preferences of your audience.

2. Build Your Email List

Building a solid email list is a fundamental step in the realm of lead nurturing best practices. But it’s not just about collecting as many email addresses as possible; it’s about fostering loyal connections with people who are genuinely interested in what you have to offer.

Offer Value with Gated Content

One effective tactic is to offer gated content, such as ebooks, whitepapers, or exclusive guides, in exchange for email addresses. This not only adds value for your audience but also helps you capture leads who are interested in your niche or industry.

Engaging Newsletters

Invite people to subscribe to your engaging newsletter. Craft content that provides value, educates and entertains your subscribers. You can keep your audience engaged with your product by consistently delivering quality content.

Utilize Pop-Up Forms

Incorporate engaging animated popup forms on your website’s interface to prompt visitors to subscribe to your newsletter or gain access to special perks. These forms can be very beneficial in capturing leads’ attention and encouraging them to take action.

animated popup forms on your website's interface

Get This Free Template

Moreover, using a CRM tool like BIGContacts can streamline your lead nurturing efforts. With features like automated email campaigns and lead management, you can efficiently nurture leads through personalized communication and targeted follow-ups.

Remember, to successfully nurture leads, it is not important to amass an extensive email list. It is all about cultivating meaningful relationships with your subscribers.

3. Effective Follow-Ups

Effective follow-ups are essential for nurturing leads and guiding them through the sales pipeline. A well-managed sales pipeline allows sales representatives to clearly visualize where each opportunity stands in the sales funnel, ensuring that follow-ups are timely and relevant.

Here’s how effective follow-ups can enhance lead nurturing:

Understanding the Sales Pipeline

A sales pipeline provides a visual representation of every stage of the sales process. This helps identify the current position of each lead. Sales reps can prioritize their efforts based on the lead’s stage in the funnel. Leads closer to the decision stage might need more immediate and detailed attention than those at the awareness stage.

Understanding the Sales Pipeline

Scheduled Follow-Ups

Set reminders for follow-ups based on the critical points of each stage in the sales pipeline. For instance, if a lead has just received a proposal, schedule a follow-up within a few days to discuss any questions or concerns.

Customize the follow-up messages according to the lead’s progress through the pipeline. The follow-up content at the consideration stage should differ from that of a lead at the initial contact stage.

Consistent Engagement

Keep the leads engaged by providing regular updates about your products or services, new offers, and relevant industry news that might interest them.

Use follow-ups as an opportunity to solicit feedback. This not only shows that you value the lead’s opinion but also helps in refining your approach.

Leveraging Technology

Utilize Customer Relationship Management (CRM) tools to automate follow-ups, track interactions, and analyze lead behavior. Implement email automation to send out regular, scheduled communications to keep the leads warm.

Read More: List of Best Lead Nurturing Software for Marketing Teams

4. Implement Nurturing Sequences

After creating a quality email list, it’s time to take your leads on a journey with nurturing sequences that engage and guide them toward becoming loyal customers.

A lead nurturing sequence consists of well-timed, engaging emails designed to build a strong connection with potential customers and move them along the buyer’s journey. You can use CRM tools like BIGContacts that integrate email marketing to streamline growth. It helps you track sales pipelines and automate email campaigns all in one place.

Email Sequence to nurture leads

Personalization is also crucial for building a strong connection with your leads. Craft your content to their interests, preferences, and behaviors to make them feel understood and valued by your brand.

Welcome Email

Start your nurturing sequence with a warm welcome email to introduce your brand and set the tone for future communications. Use this opportunity to thank your leads for joining your email list and give them a brief overview of your product through the emails.

Informative Emails

Follow up with informative emails that educate your leads about your industry or product. Share helpful information about your area of expertise to show your knowledge and gain the trust of your audience.

Exclusive Offers

Introduce exclusive offers or promotions to incentivize your leads to take action. Whether it’s a limited-time discount or a free trial, make sure your offer is compelling enough to encourage conversions.

By implementing nurturing sequences like these, you can effectively engage your leads and move them closer to becoming loyal customers.

5. Track Results

Once you’ve implemented your lead nurturing plan, tracking and regularly evaluating your results is crucial.

By keeping tabs on your campaign’s outcomes, you’ll gain valuable insights into what’s working well, what needs improvement, and where you can refine your strategies for better success.

Here are some of the most important key performance indicators (KPIs). These KPIs help to track the effectiveness of your lead nurturing efforts:

Conversion Rate

  • Measures the percentage of leads progressing through the sales funnel.
  • Track using goal tracking in web analytics tools.
  • Calculate conversions as a percentage of total leads.

Example: If 100 leads visit your website, and out of these, 10 of them make a purchase, your conversion rate is 10%.

Lead-to-Customer Conversion Rate

  • Assesses the percentage of leads becoming paying customers.
  • Use CRM software to track lead progression and calculate conversion rates.
  • Higher rates indicate successful nurturing, turning leads into valuable customers.

Example: If out of 50 leads, 5 become paying customers, your lead-to-customer conversion rate is 10%.

Email Engagement Metrics

  • Includes open rate, click-through rate (CTR), and conversion rate.
  • Use email marketing tools for detailed reports.
  • High open and CTR rates indicate successful email campaigns and lead conversions.

Example: If your email has a 20% open rate and a 5% CTR, it shows good engagement.

A tool like BIGContacts CRM can enable effective email tracking, letting you send emails directly from contact records. Its full-featured text editor supports everything from basic text emails to HTML emails with images and videos, allowing for professional-looking communications. Manage drip campaigns, automate follow-ups, use a custom email address, and include attachments for comprehensive email nurturing.

Email Engagement Metrics

Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs)

  • Categorize leads based on marketing or sales engagement readiness.
  • Implement lead scoring in CRM or marketing automation tools.
  • Regularly classify leads as MQLs or SQLs based on predefined criteria.

Example: Leads who have interacted with multiple pieces of content may be classified as MQLs, while those requesting a product demo may be considered SQLs.

Customer Lifetime Value (CLV)

  • Measure the value of customers gained through nurturing over the long run.
  • Analyze historical data on customer purchases and monitor CLV trends.
  • Higher CLV indicates lead nurturing’s contribution to sustained customer value.

Example: If the average customer spends $1000 annually over five years, their CLV is $5000.

By tracking these key metrics, you can measure the performance of your lead nurturing strategies.

Remember, successful lead nurturing examples leverage data to improve and drive meaningful interactions with your leads continuously.

6. Reflecting on Past Lead Nurturing Efforts

If you’ve been in business for a while, chances are you’ve got some lead-nurturing processes in place.

But how do you know if they’re working as effectively as possible? It’s essential to step back and evaluate what’s been successful and what needs a little change. Here’s a simple guide to help you do just that.

Assess Your Current Processes

Take a look at your existing lead nurturing activities. What’s working well? What could be improved? Are there any outdated methods that need to be updated or replaced?

Document Your Strategy

Writing down your lead nurturing strategy can help you see the big picture and stay focused. Whether it’s a simple document or a more formalized plan, having it documented ensures clarity and consistency. You can use documentation software to manage online documentation easily.

Stay Flexible

Remember, the lead nurturing process differs for each potential customer. Remain receptive to fresh approaches and adapt your lead nurturing strategy in response to feedback and outcomes.

Measure Success

Keep track of key metrics such as open rates, conversion rates, and CTRs to gauge the effectiveness of your lead nurturing efforts. Use this data to identify areas for improvement and optimization.

You can use CRM tools like BIGContacts, which offers a complete set of reporting tools designed to help you manage your contacts more effectively and gain a clearer understanding of your business.

crm reports

6 Best Lead Nurturing Best Practices

Lead nurturing isn’t just about collecting leads; it’s about cultivating relationships and guiding prospects through the buyer’s journey. To excel in this essential aspect of marketing, you need to employ the best practices and strategies.

Here are some of the lead nurturing best practices:

1. Lead Scoring

Lead scoring is like giving grades to your leads, helping you focus on the ones most likely to buy. It’s done by tracking what leads do, like visiting your website or opening emails and giving them points based on their actions.

Here’s how it works:

  • Know Your Criteria: Decide what matters most to your sales process, like demographics, behavior, or website visits.
  • Assign Points: Each action gets a score. For example, filling out a form might earn more points than just opening an email.
  • Set Tiers: Group leads into categories like “Cold,” “Warm,” and “Hot” based on their total points.
  • Prioritize Leads: Focus on the hottest leads first, saving time and resources.

Lead scoring allows you to work smarter and easily convert leads into customers.

2. Contact Management

Contact management is the backbone of effective lead nurturing. By keeping track of your contacts’ details, you can customize your messages to suit their needs and guide them through the sales process smoothly.

With the help of CRM tools, startups and micro-businesses can streamline their contact management process without breaking the bank.

Features like unlimited custom fields, automated emails, and task tracking help you stay organized and responsive to your leads’ needs.

Contact Management

Benefits of contact management in lead nurturing include:

  • Personalized Communication: Find out what your contacts are interested in and how they behave so that personalized messages that boost engagement and conversion rates can be sent to them.
  • Improved Follow-up: Never miss a follow-up opportunity with automated reminders and alerts, ensuring timely and consistent communication with your leads.
  • Efficient Campaign Management: Streamline your marketing efforts by segmenting contacts based on demographics, behavior, or interests, allowing you to deliver tailored campaigns that resonate with your audience.

By leveraging contact management tools, you can enhance your lead nurturing process, build stronger relationships with your prospects, and ultimately drive more conversions.

3. Segmentation

Segmentation is key to successful lead nurturing. You can offer more targeted and relevant content by categorizing your leads into groups based on specific criteria, increasing engagement and conversion rates.

Here’s how segmentation works:

  • Two-Dimensional Approach: Start with two segmentation dimensions: the buying stage and industry. This balance keeps things manageable without overwhelming complexity.
  • Segments and Subsegments: Each dimension creates segments, and further divisions within those segments create subsegments. This hierarchy allows for precise targeting without losing sight of the bigger picture.
  • Personalized Messaging: Tailor your content to resonate with each segment’s unique characteristics, whether it’s their job title, industry, or current stage in the buying process. This ensures that your messages reach the right places and reduce unsubscribes.
  • Improved Engagement: You’ll see higher engagement rates and more qualified leads moving through the sales funnel by delivering content that caters to your leads’ needs and interests.

Hyper-personalization takes personalization to new heights by delivering customized content, messaging, and offers based on individual preferences, behavior, and needs.

Here’s how to implement hyper-personalization effectively:

  • Collect Comprehensive Data: Gather complex data, including demographics, behavioral insights, transaction history, real-time data, and contextual factors.
  • Utilize Tools: Website analytics, CRM software, and data warehouses are used to collect and analyze data efficiently.
  • Segmentation: Segment leads into specific groups based on their characteristics to ensure targeted messaging.
  • Customized Content: Develop personalized messages, emails, content, or product offers that resonate with each segment, providing the right content or offer at the right time.

By embracing hyper-personalization, you can significantly increase the likelihood of converting leads into customers by delivering relevant and timely experiences tailored to their unique needs and preferences.

4. Email Marketing

Email marketing is a powerhouse tool in lead nurturing, helping businesses cultivate relationships and guide prospects through the sales process with personalized and on-time communication.

Here’s how email marketing boosts lead nurturing efforts:

  • Personalized Communication: Send targeted emails based on where prospects are in the sales cycle, increasing relevance and engagement.
  • Automated Campaigns: Use drip campaigns to deliver emails, keeping leads engaged and moving forward automatically.
  • CRM Integration: Tools like BIGContacts combine CRM and email marketing functionalities, allowing you to manage contacts, send sales emails, and automate campaigns in one platform.
  • Streamlined Workflow: Keep track of all sales activities, organize contacts, and automate marketing drips, making it easier for your team to manage leads effectively.

Incorporating email marketing into your lead nurturing strategy is a great way to build relationships, drive engagement, and, ultimately, boost sales.

5. Multichannel distribution

Spreading your efforts across multiple channels is key to success in lead nurturing. By using different ways to reach out to leads, you can reach more people and stay connected with prospects no matter where they are.

Here’s why multichannel distribution is crucial:

  • Broadened Audience Reach: Engaging with leads through various channels allows you to connect with a larger audience, increasing your chances of conversion.
  • New Revenue Streams: Maintaining connections across channels can uncover new opportunities and revenue streams, driving business growth.

Incorporating multichannel distribution is one of the lead nurturing best practices and ensures that you’re reaching prospects effectively and maximizing your chances of converting them into customers.

6. Marketing automation

Marketing automation is the engine behind successful lead nurturing strategies. A marketing automation platform allows you to simplify the marketing processes, target specific buyer personas effectively, and nurture lasting relationships with potential customers.

Here’s why marketing automation is essential:

  • Scalability: As your strategy grows, marketing automation platforms help you identify, segment, and target unique buyer personas efficiently.
  • Flexible Communication: Develop adaptive communications at scale, creating pathways for nurturing leads as they progress through the buyer’s journey.
  • Building Relationships: Establish and maintain connections with prospects, increasing click-through rates and fostering brand advocacy.
  • Data-Driven Optimization: Analyze buyer data to gauge interest, monitor behavior, and optimize future campaigns, ultimately increasing ROI.

By leveraging marketing automation, you can create personalized experiences for your audience, drive engagement, and drive conversions, ultimately fueling business growth.

Top Lead Nurturing Stats in 2024

1. 92% of businesses say using CRM software is crucial for hitting revenue targets.

Knowing that CRM software helps boost revenue is key for any business. It’s like having a secret weapon for making more sales and earning more money.

2. Emails in lead nurturing sequences get 4 to 10 times more responses than regular email blasts.

Sending out individual emails just doesn’t have the same impact as nurturing leads over time. Building relationships and making your brand familiar really works wonders in these campaigns.

3. Nurtured leads tend to make huge purchases that are 47% bigger.

Nurtured leads aren’t afraid to spend more because they trust your brand. When customers feel confident in what you offer, they’re more likely to buy big.

4. 56% of marketers believe that sending customized content is the most crucial part of lead nurturing.

When sales and marketing teams use a CRM system with lead nurturing tools, customers get the right content, leading to more sales.

5. Using a good CRM tool can boost sales by up to 29%.

The right CRM makes lead nurturing easier and can even help automate tasks like scoring leads, leading to more successful sales.

Transform Your Leads into Profits With Lead Nurturing

Lead nurturing builds lasting client relationships by guiding them through their purchasing journey. Segmentation, email marketing, and multichannel distribution are crucial in effective lead nurturing, helping nurture prospects across various touchpoints.

Effective strategies and tools can enhance lead conversion and foster deep connections with customers.

Moreover, getting started with lead nurturing doesn’t have to involve a hefty upfront investment. For example, BIGContacts offers a free plan for its lead nurturing software, allowing you to explore and utilize powerful tools without financial commitment. This tool provides an excellent opportunity for you to test the waters of lead nurturing software and create broader marketing strategies.

Frequently Asked Questions (FAQ’s)

What is an example of nurturing?

Lead nurturing funnel helps guide potential customers through each stage of their buying journey.

For example, a software company captures a visitor’s email through a free ebook offer. The company then sends personalized emails, starting with a welcome message, followed by useful content about the software’s features, benefits, and success stories.

Over time, these emails address concerns and offer solutions. This provides valuable information, builds trust, and gradually moves the visitor from interest to decision, converting them into a paying customer.

What are the types of lead nurturing campaigns?

Lead nurturing campaigns can take several forms. Educational campaigns provide valuable information, guiding leads down the sales funnel with insights and tips. Drip campaigns use automated emails to engage leads over time.

Re-engagement campaigns aim to win back dormant leads, and Personalized campaigns target specific needs or behaviors, customizing content to resonate with each lead.

Which is the best tool for lead nurturing?

BIGContacts CRM is an excellent tool for lead nurturing, offering comprehensive features to streamline your sales process. Its visual and intuitive pipeline management allows you to build a custom sales pipeline that matches your sales cycle.

Track team activity and performance, generate delightful reports and stats and automate sales activities with BIGContacts CRM.

Why is lead nurturing important?

Lead nurturing is crucial because it helps build strong relationships with potential customers. By nurturing leads, businesses can guide prospects through each stage of the buying journey, providing valuable information and addressing concerns along the way.

Moreover, nurturing leads can shorten sales cycles, increase conversions, and contribute to long-term business growth.

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About the author

The BIGContacts Editorial Team is a passionate group of CRM experts dedicated to improving your customer relationships with top-notch content. We stay ahead of the curve on trends, tackle technical hurdles, and provide practical tips to boost your business. With our commitment to quality and integrity, you can be confident you're getting the most reliable resources to enhance your contact management and business process automation initiatives.