So you’ve done a great job of generating leads for your business. You’ve qualified them, and now you are going to start selling to them…not so fast! This course of action can severely damage the likelihood of you making a sale. You need to nurture those leads as part of your IT sales process.
You really can’t just go ahead and sell; you need to make sure that your prospect is ready to buy from you first. Pitching a sale to a prospect that’s not ready to buy may switch them off and deter them from considering a purchase from you in the future.
Nurturing a lead is just the process of building a relationship with the prospect so that when they are at the point of making a purchasing decision they will consider your product or service.
Over time as you build your business, you’ll be able to work out the tell-tale signs that indicate when a lead is sales ready. In today’s marketplace, this is a lot later in the purchasing cycle than it was previously.
Marketing and Sales Plan
You’ll need to have a marketing and sales plan in place that provides for you to create all the different types of content needed to stay in touch and raise awareness with your leads whilst they are moving through the various stages of their purchasing cycle.
How do you approach lead nurturing within your IT sales process? Share your experiences with us in the Comments section.
And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients.
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