It’s Nurture not Nature

When a company has a new product or service they are ready to sell, they use B2B lead generation to bring about awareness of what they have to offer to new, potential customers. It is wise to use a combination of both outbound marketing, for example, cold calling, and inbound marketing strategies, such as whitepapers or email marketing, which tend to be less aggressive, when trying to generate new leads to attain the best results. Once leads are qualified and are considered ready to buy, these potential customers typically garner the most time and attention, as they are most likely to be successfully converted into sales. IT’S YOUR CALL uses B2B telemarketing not only for lead generation but also for lead nurturing in order to continue building relationships with any valuable potential customers that may just not be quite ready to buy.

It is important to continue outreach to prospective customers that have shown interest in your company or product, even if they can not be converted into a sale straight away. Just because a potential lead isn’t ready to buy now doesn’t mean they are not going to be ready to buy ever, or even soon. Lead nurturing is beneficial in that it raises the level awareness for your company and product or service for prospective buyers, and also helps to foster a relationship with them over time before they have even become customers. This can help prevent your company from being “out of sight, out of mind” when the time does come for those prospective customers to buy, so whether it’s months or years later, they are more likely to buy from you.

When one company outsourced it’s lead generation and lead nurturing to IT’S YOUR CALL, the single campaign resulted in $275k of product being sold for the company and they received a 4.7% overall positive response rate.