How to get a Lead to go from COLD to WARM to HOT: How to Nurture Leads for B2B Businesses
How to get a Lead to go from COLD to WARM to HOT: How to Nurture Leads for B2B Businesses: If you own a B2B business, lead generation can be a stress-inducing aspect of your operations. Fortunately, there are a few options for reaching out to potential clients.
Learn B2B lead generation tactics using cold email outreach and audience retargeting:
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The Benefits of Cold Outreach in B2B Sales
The fact is that many people don’t do cold outreach. Generally, this is because cold emails that convert require your sales team to “warm up” the lead and many aren’t good at doing this.
Whether because they think of time as money, or because they haven’t been properly trained, many salespeople expect to say “We know we can do ABCD for you,” and hear an immediate response of “Sure, show me how you do it” from the lead.
How is Cold Outreach Different from a Warm Inbound Lead? How to Nurture Leads for B2B Businesses:
They still need to be won over, right? Not only do they need to be won over for conversion (a primary goal), but you also have to get them onboard for the next steps in the sales process.
Because we all know that there’s going to be a series of calls throughout that process. From the moment that the lead first comes in, to every moment wherein they agree to continue the conversation with you, they have to be incentivized to stay on the journey.
So, on that first cold calling, it’s critical that you provide as much value as possible.
This comes from having a knowledgeable sales engineer who understands not only how to sell, but also what the process will be like, at every step, for delivering the service or product that you’re offering.
The potential client must feel confident that your sales staff can provide an accurate picture of what your future relationship will entail.
For example, at Optimum7, we use a couple of different strategies for making the experience feel more personal.
We share our screen, we always show our faces, and we guide them through what we see on their sites that can be improved and optimized.
In other words, we dive in and show them a personalized audit, so that we can establish trust. This trust is vital for later, as it warms them up for the final step of discussing our proposed strategy and the subsequent pricing.
00:00 Intro
00:12 How to Warm Up Cold Leads
00:42 Nurturing Your Leads
01:19 Optimum7’s Lead Nurturing Process
A digital marketing strategy is the path to profitability. Optimum7 can help you set the right goals, offer and implement creative and technical strategies, and use data and analytics to review and improve your business’s performance.
