Buy me dinner first: How to nurture leads without coming on too strong

March 12, 2015

nurture leads without coming on too strong

According to a recent benchmark study by Marketo, 50 percent of leads aren’t ready to buy yet. That’s why it’s important to nurture them for a while and separate those who will never buy from those who will.

With advanced marketing automation software, companies can see a prospect’s behavior on their website virtually in real time. As consumers, we all know this on some level, but when your sales rep calls me while I’m still perusing your website or before my e-book is even finished downloading, I am forever turned off from whatever it is you’re selling.

Here’s why:

  • I haven’t had a chance to determine whether what I’ve downloaded is going to help me solve a problem, or simply take up space in my cloud
  • I stumbled upon your content while doing at least five or six things at once (and definitely don’t have time to hear a sales pitch)
  • I want to conduct additional research to compare solutions, if I’ve even identified what they are at this point

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