In this presentation, I have explained various lead nurturing techniques.

1. LEAD NURTURING TECHNIQUES

2.  A person is searching for information regarding any product/service. By putting the right keywords, you are able
to top that search.
 The person just landed on any of your blogs. Now, what he is looking for. Information, off-course in a visually
appealing manner. And, not only that, but facts and stats to support all that you have stated.
 If he gets the right information presented in the right manner with the right UX, you get an authority score from
your lead

3. CRAFTING HIGH-QUALITY CONTENT IS AN EFFECTIVE LEAD NURTURING
STRATEGY

4. If you can get the user to come multiple times to your posts and content, you are slowly making a familiar place in
the users’ mind of your brand.
You position your brand and create awareness of your authority area to the users.
So, ensuring that all the content pieces visible to the leads, when they land on any of your pages, are of high quality
is a major step in nurturing your leads.

5. If he subscribes to a form for getting such updates regularly, you got the contact information.
Not only that, through interaction on various social media platforms, you get lots of customer
information.
And if nothing works or your service niche is too constricted, then you can specify your requirements and
purchase a database of probable target customers.

6. •The second stage in lead nurturing is creating a customer database of your leads.

7. When you have a complete database of leads, you need to segregate
them on the parameters of
(a) Stage in the buying funnel
(b) Persona type
( c) Actual requirements of the customer, matching your service/product
service/product area.

8. CLASSIFYING AND SEGREGATING LEADS
 Properly classifying and segregating leads is the first step to know which leads to nurture more or which leads
have more conversion probability.
 Here, your previous experience also guides you in weeding out non-converting leads from converting ones.

9.  Every person on this Earth is different in one way or another.
 This is the case even with your prospects.
 They may be present at different stages of the sales funnel and how rapidly one moves from one stage to the other
depends on you and how you approach them at each stage.
 You cant serve them the same content dish at all the stages.
 For example, if anyone is deciding whom to choose as their service provider, given the cost and some other factors, you
need to craft your content addressing those factors..

10. TARGETED CONTENT FOR LEADS
• Creating targeted content for each stage of lead nurturing and various segments of leads based on
unique buyer personas.

11. Now, when you have identified
the leads and the stages they
are in, you need to engage with
them.

12. TOUCH YOUR LEADS THROUGH MULTIPLE CHANNELS
Email marketing, drip campaigns, personalized emails, periodic notifications, newsletters, retargeting
ads, sales calls, video marketing, social media targeted campaigns are a few of the ways by which we can
reach and nurture the leads.
The most important elements in these campaigns are the content, the presentation, the time, and the
frequency along with a metric-based assessment of the lead response.

13. INCENTIVE-BASED LEAD NURTURING
Think, why a customer would be interested in reading your piece and finding your product and
buying it.
He has millions of choices.
So, incentive-based lead nurturing is one of the most effective ways to nurture your leads for
confirmed conversions.

14. INCENTIVE-BASED LEAD NURTURING
•Lead Magnets– These are the incentives that a marketer offers to the customers in exchange for their contact
information like free downloads of a content piece, newsletters, free updates on events, products or services, etc
•If you are selling a washing machine. You are not selling the washing machine online but the content around it.
Now, you need to identify what kind of content they would look for.
• Of course, they would be most interested in knowing the reviews of different washing machines and which
are the best to buy and a comparative price range.
•Or they may be thinking of purchasing a new washing machine and are searching for additional features.
•Knowing what the prospect is looking for is an important stage in selling your washing machines. So, rather
than going for any content, you direct your efforts in publishing content which the users would look for.

15. HOWTO INCENTIVIZE LEAD NURTURING?
•You provide a link of your support representative who would guide on various washing machines problems,
even if they be from different companies.
•So, you are offering a service value, consultation, of course at a price. But the perception that sets in is- “ This
organization is letting me know how to resolve the problems with my machine, and providing information,
whenever and wherever I like.
•So, through this small step, you have killed hundreds of posts of other companies where there is no two-way
communication. So, adding a service/product chat support provides means for two-way communication. You have
published some quality pieces and have allowed the chat support to draw the rest of the traffic. Options for
consultation or chat is one way of incentivizing your piece.

16. COUPON CODES, DISCOUNTS, FREEBIES, CONTEST MILE POINTS-
•Think, that your lead is contemplating buying from you but doesn’t fit in your price range.
•Always keep some contests, subscriptions, and other such measures emphasized in your content where the
prospect can gain mile points which they can redeem while pricing, at the time of buying the product.
•This motivates the users to go through all the options that you have offered online, rather than going through
one or two pieces of yours and moving over. It also increases the shareability of the content.

17. REFERRAL PROGRAMS
•Irrespective of the service or product you are offering, have referral programs for promoting your
service/product.The concept is straight and simple.
•If the prospect cant buy the product, given the price, they can refer some for buying the product/service and in-
turn have a massive discount.
•You need to drive an effective pricing strategy to materialize this incentive.

18. RATINGS OFYOUR SERVICE REPRESENTATIVES
•Create ratings of your service representatives based on their response time, upvotes they receive from users, etc.
•Let your prospect know in the beginning that they can change the customer representative.

19. FEEDBACK FORM
If a prospect is moving away from your website, ask them to rate whether the information they searched for was there
or not, etc.
Even in your blog posts or other content pieces, keep such feedback forms.
That would help you identify the factors causing leaks in your funnel.
There are lot many ways by which you can incentivize your content and your service proposition.
This stops the leaks in the sales funnel and helps you identify the exact spots where the leaks are present.