Based upon various industry studies, roughly 5–10% of leads that are generated and qualified result in a quick sale, meaning a sale that is on the low end of a company's sales cycle, or one that helps a rep meet his/her monthly or quarterly quota. This means the other 90-95% of leads are left in the pipeline for future follow–up, or they drop out of the pipeline altogether for any number of reasons.
However, just because a prospect is not ready to buy now doesn't mean that prospect will never be ready. In fact, a significant number of those 90–95% will result in a sale someday. Taking into consideration the time, effort, and marketing dollars required to generate a qualified lead, doesn't it make sense to allow marketing to continue nurturing those leads until the timing is right?
When you engage Winn Technology Group for lead nurturing, we will hold back all but the most highly qualified leads and nurture all future opportunities until they are sales ready. We recommend including the following elements for a successful lead nurturing campaign:
- Front End Data Analytics
- Database Enhancement/Codification
- Lead Matrix Development
- Nurturing 'Touch Point' Schedule
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