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Lead Nurturing – Latest Issue of Outside In Newsletter Published

Posted by

Ian Brodie on October 8th, 2009.

Back in September 2009 I published an edition of my newsletter focused on Lead Nurturing: how you progress an initial client relationship over time to a point where you're actually doing business together.

Lead nurturing is critical for professionals: at the point at which we initially meet clients very few of them need our services right now. But almost all of them will need our type of service in the next few years. To be the one they remember and choose at that point, we need to nurture our relationships with those potential clients over time.

The article gives a number of hints and tips to enable you to do that relationship-building better, and with more clients.

The newsletter also includes a short article on the importance of doing and learning from “win reviews” rather than the traditional “loss reviews”.

You can read the articles in the archive by clicking here.

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Sales Excellence Podcast – Episode 4 : Lead Nurturing

Posted by

Ian Brodie on April 30th, 2009.

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.