Marketing
Sales Excellence Podcast – Episode 4 : Lead Nurturing
In most businesses, between 70-80% of your leads are long term. They're potential clients who pass all your qualifying criteria – but they're just not ready to buy right now.
Ideally, you want to begin to build a relationship with these potential clients so that when the time is right to buy, you're in the front of their mind.
Unfortunately, most firms tend to drop leads the moment they find out they're not going to close in the short term. This is a huge mistake. Almost all these potential clients will buy from someone in the next 24 months. The role of Lead Nurturing is to make sure that someone is you.
Ian Brodie
https://www.ianbrodie.comIan Brodie is the best-selling author of Email Persuasion and the creator of Unsnooze Your Inbox - *the* guide to crafting engaging emails and newsletters that captivate your audience, build authority and generate more sales.