These Software Solutions will Increase your Lead Nurturing Success

Lead generation practices can produce a large volume of leads for a sales team agent to contact. Even with the best of sales reps not every lead contacted becomes a conversion. But not every lead that does not convert is a lost cause. Lead nurturing is the process of preparing contacted, but unconverted leads, into profitable sources of revenue in the future. Unconverted leads become not-yet-converted leads when lead nurturing is implemented.

A potential client needs to think and feel several things about a company before they will purchase their product or service. The lead needs to be familiar with the company and what it does. He or she needs to perceive the company as a group of experts in their field. The lead needs to feel like his or her specific problems are understood. Lastly, the company needs to be well liked enough for the lead to consider doing business with it.

This gradual changing of a lead’s feelings or attitudes cannot be accomplished by a monthly phone call asking if he or she was interested in the product yet. Instead, the lead needs to become comfortable with the organization and the employees there. Much computer telephone integration (CTI) software has been designed to manage the consistent and meaningful communication during the lead nurturing time. These telephony software solutions also incorporate several media formats to be used in the process.

Task management systems, such as an electronic labor force (ELF), manages lead nurturing from one source. These integrate with customer relationship managers (CRMs) to keep track of callbacks, events, and other tasks. These systems also control the various marketing solutions: email, voice broadcast, fax messaging, direct mail, and others.

Fax or email messaging campaigns can be particularly useful during lead nurturing. Faxes or emails can be designed previous to their sending, and cover topics that the majority of leads would be interested in. Many fax or email messaging systems also contain templates made by the host company to help in lead nurturing campaigns. These messages can then be automatically distributed to individual leads that are being nurtured periodically throughout the process. In addition, these emails, or original ones, may be sent by using the straightforward features of the ELF. The interspersion of these text based messages between phone calls from sales reps fosters a feeling of trust with the lead.

These are only a few of the software solutions available to aid the remote sales team to increase sales and customer loyalty through lead nurturing. Sales marketing tactics become more effective and more leads become conversions as lead nurturing becomes an important part of the sales process.