{"id":7923,"date":"2015-09-29T18:34:04","date_gmt":"2015-09-29T17:34:04","guid":{"rendered":"https:\/\/www.salesaccelerant.co.uk\/?p=7923"},"modified":"2022-05-17T12:08:33","modified_gmt":"2022-05-17T11:08:33","slug":"post-event-sales-lead-nurturing-maximising-roi","status":"publish","type":"post","link":"https:\/\/www.salesaccelerant.co.uk\/post-event-sales-lead-nurturing-maximising-roi\/","title":{"rendered":"Post Event Sales Lead Nurturing &#038; Maximising ROI"},"content":{"rendered":"<h1><strong>Post Event Sales Lead Nurturing &amp; Maximising ROI<\/strong><\/h1>\n<h3 style=\"text-align: justify;\">When you return to your office after your next\u00a0exhibition or conference, you will have hopefully made some valuable contacts when engaging with your targeted prospects, setting yourself up with a good catch of motivated prospects.<\/h3>\n<p><span style=\"color: #ffffff;\">Fishing for prospects<\/span><\/p>\n<h3 style=\"text-align: left;\"><\/h3>\n<h3 style=\"text-align: left;\"><strong>Don\u2019t Let Them Slip Through The Net!<\/strong><\/h3>\n<p style=\"text-align: left;\"><a href=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-medium wp-image-7924\" src=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic-300x267.jpg\" alt=\"Fishing Net Pic\" width=\"300\" height=\"267\" srcset=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic-300x267.jpg 300w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic-600x534.jpg 600w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic-710x632.jpg 710w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Fishing-Net-Pic.jpg 1000w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/a><\/p>\n<p style=\"text-align: left;\"><span style=\"color: #ffffff;\">Prospects like fish.<\/span><\/p>\n<p style=\"text-align: left;\">Without an effective strategic and tactical plan for your post event lead nurturing you could be wasting all that potential return on investment from your event.<\/p>\n<p style=\"text-align: left;\">So here at Sales Accelerant we want to share with you a plan to maximise lead generation results from your event.<\/p>\n<p><span style=\"color: #ffffff;\">Lead Nurturing Plan<\/span><\/p>\n<h4><\/h4>\n<h4><\/h4>\n<h4><\/h4>\n<p><span style=\"color: #ffffff;\">Protecting your catch.<\/span><\/p>\n<h4><span style=\"color: #ffffff;\">Converting more sales leads.<\/span><\/h4>\n<h4><strong>What Is Lead Nurturing?<\/strong><\/h4>\n<p style=\"text-align: justify;\">The concept of Lead Nurturing is taking a sales lead that is not sales ready,\u00a0at the point when initially qualified as a lead (i.e. not yet ready to make a buying decision) and\u00a0strategically\u00a0informing and influencing\u00a0the prospect over time until\u00a0they are ready to make a buying decision. Some might refer to lead nurturing as\u00a0<strong>\u2018distant relationship management over time\u2019<\/strong>.<\/p>\n<p style=\"text-align: justify;\">The\u00a0aim and purpose\u00a0of this process is to\u00a0keep the company name and proposition\u00a0at\u00a0the front of the prospects\u2019 mind, building familiarity\/trust, credibility and relationship over time so that when they are close to making a buying decision they will want to re-engage instantly and enter into productive discussions.<\/p>\n<p><span style=\"color: #ffffff;\">Benefits of lead nurturing.<\/span><\/p>\n<h4><strong><span style=\"color: #000000;\">Lead Nurturing Enables Companies To Maintain A Continuous Dialogue With Prospects During The Buying Cycle (In Between Meetings And Calls) Without Alienating Them In The Process (A Fine Balancing Act), Resulting In:<\/span><\/strong><\/h4>\n<ol>\n<li>Increased sales lead conversion rates<\/li>\n<li>Increased revenues<\/li>\n<li>Increased sales rep productivity<\/li>\n<li>Educated prospects<\/li>\n<li>Trust and credibility<\/li>\n<li>Reduction in sales pipeline drop out rates<\/li>\n<\/ol>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #ffffff;\">Helpful lead nurturing statistics<\/span><\/p>\n<h4><strong><a href=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Statistics-Image.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-medium wp-image-7771\" src=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Statistics-Image-300x200.jpg\" alt=\"Statistics Image\" width=\"300\" height=\"200\" srcset=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Statistics-Image-300x200.jpg 300w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Statistics-Image.jpg 500w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/a>Power Stats<\/strong><\/h4>\n<ul>\n<li><span style=\"color: #ff0000;\"><strong>79%<\/strong><\/span> <strong>of marketing leads\u00a0<\/strong><strong>never convert into sales<\/strong>. Lack of lead nurturing is the common cause (Source: MarketingSherpa)<\/li>\n<\/ul>\n<ul>\n<li><strong><span style=\"color: #ff0000;\">65%<\/span>\u00a0<\/strong><strong>of B2B marketers<\/strong><strong>\u00a0<\/strong><strong>have not established lead nurturing <\/strong>(Source: MarketingSherpa)<\/li>\n<\/ul>\n<ul>\n<li><span style=\"color: #ff0000;\"><strong>79%<\/strong><\/span><strong> of B2B marketers\u00a0<\/strong><strong>have not established lead scoring <\/strong>(Source: MarketingSherpa)<\/li>\n<\/ul>\n<p><span style=\"color: #ffffff;\">Get it right.<\/span><\/p>\n<h4><strong>Key Advice On Lead Nurturing<\/strong><\/h4>\n<ul>\n<li style=\"text-align: justify;\"><strong>Stay in contact\u00a0<\/strong>with your prospects\/leads. Since you will be sending information to your target prospects on a regular basis, you need to get them to agree (opt-in) to be part of the program. Otherwise, you will be quickly thought of as a spammer and the rest of the process will not work.<\/li>\n<\/ul>\n<ul style=\"text-align: justify;\">\n<li><strong>Find out your individual prospects\u2019\/leads\u2019 interests and build rapport.<\/strong>This is especially important if you have multiple products or services. Send irrelevant information and the lead will lose interest and end the conversation.<\/li>\n<\/ul>\n<ul>\n<li style=\"text-align: justify;\"><strong>Identify quality prospects\/leads<\/strong>. This should be standard practice, but it\u2019s good to keep in mind.\u00a0You do not need to and should not waste effort interacting with people who have no need for what you offer. You especially do not want to create enemies by targeting the wrong people with campaigns.<\/li>\n<\/ul>\n<p><span style=\"color: #ffffff;\">Making sure you have the checks in place.<\/span><\/p>\n<h4><strong>Analyse your Lead Nurturing<\/strong><\/h4>\n<p style=\"text-align: justify;\">Reach out to the engaged prospects\/leads immediately after the show;<strong>\u00a0<\/strong>this is the most important thing. Do not let weeks pass by, as the lead will quickly forget you and the momentum generated during your initial meeting will be lost. Whether you reach out via an email, phone call or social media, make sure it is done right away.<\/p>\n<p><strong><span style=\"color: #ffffff;\">You must do this. \u00a0 \u00a0<\/span> \u00a0 \u00a0\u00a0<\/strong><\/p>\n<h4><strong>Sales Accelerant Top Tip<\/strong><\/h4>\n<p>\u201cDecide what leads should be followed up straight away and which are not ready to engage. Include the non sales ready leads in a lead nurturing program.\u201d<\/p>\n<p><span style=\"color: #ffffff;\">Setting yourself up for sales lead conversion success.<\/span><\/p>\n<h4 style=\"text-align: left;\"><strong><a href=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright size-medium wp-image-6518\" src=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages-300x199.jpg\" alt=\"Landing Pages\" width=\"300\" height=\"199\" srcset=\"https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages-300x199.jpg 300w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages-555x370.jpg 555w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages-710x471.jpg 710w, https:\/\/www.salesaccelerant.co.uk\/wp-content\/uploads\/Landing-Pages.jpg 1000w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/a>What Process Do You Have In Place To Ensure Your Post-Event Lead Nurturing Will Be Successful?<\/strong><\/h4>\n<p style=\"text-align: justify;\">Use CRM and\/or marketing automation software to track interactions with your prospects\/leads.<\/p>\n<ul style=\"text-align: justify;\">\n<li>Develop buyer personas to suit respective prospects e.g. CEOs, COOs, CIOs, FDs, MDs, procurement, marketing etc.<\/li>\n<li>Produce content, which is aligned to the individual buyer personas and sales cycle stages (for each sector)<\/li>\n<li>Monitor who is reading your material and when<\/li>\n<li>Monitor who is clicking on your links and when<\/li>\n<li>Monitor who is downloading content from landing pages<\/li>\n<li>Monitor which prospects are visiting the website (visitor tracking)<\/li>\n<\/ul>\n<p style=\"text-align: justify;\">Of course, always record these interactions in your CRM software if not already done so automatically.<\/p>\n<p><span style=\"color: #ffffff;\"><strong>Do you have this in hand?\u00a0<\/strong><\/span><\/p>\n<h4><strong>Ask Yourself:<\/strong><\/h4>\n<ul>\n<li>Do you have a CRM system that is fit for purpose e.g. Salesforce, Dynamics, Oracle or CallPro?<\/li>\n<li>Do you use marketing automation software e.g. Eloqua or HubSpot?<\/li>\n<li>Do you need to outsource your lead nurturing process?<\/li>\n<li>Can this be done in house? Do you have the time\/experience?<\/li>\n<\/ul>\n<p><span style=\"color: #ffffff;\"><strong>Giving prospects some space.\u00a0<\/strong><\/span><\/p>\n<h4><strong>Follow Up On Potential Prospects<\/strong><\/h4>\n<p>Be consistent with your follow-ups. A lead should not be contacted weekly (unless they ask you or you are ready to close), but on a semi-regular basis ranging from one week to several.<\/p>\n<p><span style=\"color: #ffffff;\">What&#8217;s next?<\/span><\/p>\n<h4><span style=\"color: #000000;\"><strong>Here at Sales Accelerant we make sales lead generation and lead nurturing results more predictable and consistent.<\/strong><\/span><\/h4>\n<p style=\"text-align: left;\"><strong>At Sales Accelerant we\u00a0will help you to increase your sales through providing you with highly effective\u00a0<a href=\"https:\/\/www.salesaccelerant.co.uk\/lead-generation\/demand-generation\/\">demand generation<\/a>, sales\u00a0\u00a0<a href=\"https:\/\/www.salesaccelerant.co.uk\/lead-generation\/\">lead generation<\/a>\u00a0and qualification,\u00a0<a href=\"https:\/\/www.salesaccelerant.co.uk\/lead-generation\/lead-nurturing\/\">lead nurturing<\/a>\u00a0and\u00a0<a href=\"https:\/\/www.salesaccelerant.co.uk\/lead-generation\/sales-consulting\/\">sales consultancy<\/a>\u00a0services.<\/strong><\/p>\n<p style=\"text-align: left;\"><strong>Take a look at our <a href=\"https:\/\/www.salesaccelerant.co.uk\/top-5-ways-to-generate-leads\/\">eBook<\/a>\u00a0to explore our effective sales approach.<\/strong><\/p>\n<p style=\"text-align: left;\"><strong>Sales Accelerant is a multi-channel inbound and outbound sales lead generation agency and within our team we have significant experience in many industries.<\/strong><\/p>\n<p style=\"text-align: left;\"><strong>Call 01273 358170 OR 0845 3058145 TODAY for a free no obligation chat or <a href=\"mailto:info@salesaccelerant.co.uk?subject=Post%20Event%20Lead%20Nurturing%20Enquiry\">Email Us<\/a> for a call back!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Post Event Sales Lead Nurturing &amp; Maximising ROI When you return to your office after your next\u00a0exhibition or conference, you will have hopefully made some valuable contacts when engaging with&#8230;<\/p>\n","protected":false},"author":7,"featured_media":7924,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[76],"tags":[1037,1036,1038,1034,1035],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Post Event Sales Lead Nurturing &amp; Maximising ROI - Sales Accelerant<\/title>\n<meta name=\"description\" content=\"Here are some tips towards ensuring your company has a post event sales lead nurturing approach fit for purpose. 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