Capital Events Marketing Discuss the Importance of Nurtured Leads
For years, businesses have been told that the best way to increase sales is by building a strong client base through lead generation. However, many businesses don’t understand the importance of nurturing those leads. Here, Capital Events Marketing explain exactly what a nurtured lead is and how they impact your bottom line.
Sophinna Asif, the Capital Events Marketing Director, explains that a nurtured lead is one that is based on the buyer. It is a lead in which the business understands who the buyer is and at what point in the buying process they happen to be.
“We work to keep prospects engaged from the moment we first make contact until that moment when we close the sale. Capital Events Marketing only provide content that is relevant to where they are in the buying process and we make it our goal to build loyalty to our client’s brand even before that prospect is prepared to buy,” she says.
A great deal of time and effort goes into nurturing leads because you have to stay with that prospect throughout, until the sale is final. This means there is ongoing communication which is something most businesses don’t have time to handle effectively.
“When businesses outsource their sales to us,” Sophinna says, “we take over the reins, so to speak. We are passionate about building relationships with potential buyers and we are even more passionate about building customer loyalty so they return again and again.”
Sophinna and her office continue engaging prospects so there is never a breakdown in communications. This is what a nurtured lead is and the fact of the matter is that statistically, nurtured leads make purchases that are an average of 47% larger than non-nurtured leads. This is according to research conducted by the Annuitas Group, a demand generation firm.
This research simply solidified what Capital Events Marketing already knew. The way to build a customer base and brand loyalty is through engaging prospects at every step along the way. It’s all about anticipating their needs so that you are ready to engage them in each situation.
Obtaining a long list of prospective customers does no good whatsoever if you can’t build a relationship with them and that’s what direct marketing does. It gives personal time to prospects, personal time that businesses simply don’t have to give. In a nutshell, that’s why more and more businesses are outsourcing sales and why they are seeing their profits grow by the day.