How to Nurture Leads at Any Stage of the Buyer Journey

No two leads are quite alike. Where one decides to take a step, another will go in the opposite direction. And no matter how hard you may true to streamline the buyer journey for your customers, the truth is that you can’t control most of what happens between when a user first finds your brand and what happens thereafter.

Ideally, each lead would follow the same linear pattern as they transition from discovering your brand to making a purchase. But since they don’t, understanding how to nurture each lead as they take different turns is essential to the success of your marketing strategy.

So, what are you to do in each unique scenario? Below, we discuss 4 of the most common situations that will pop up so you understand how you can best address each.

1. Loss of Immediate Interest

Have you ever been contacted by an over-excited lead who first discovers an offer on a Monday and by the end of the week is requesting information to close the deal on a sale? If so, it can be very exciting. But all too often, these very same prospects that are ready to move forward will slam the brakes unexpectedly.

When potential buyers lose their immediate, intense interest the best move to make is to reach out and check back on a continual, scheduled basis. During this time, you can continue to send helpful articles or offers to inspire a sale in the future.

2. Disappears

If a potential lead has contacted you and then disappeared, you may feel that all hope is lost. But this isn’t always the case!

In fact, there are a number of different tactics you can use to reconnect, such as:

New Approach – Sometimes, just changing the time of the day you call will make a difference in whether or not you’re able to reach each potential lead. Change How You Communicate – If you’re exclusively calling a lead, you may want to change up the method. Try connecting on social media or another platform to follow up. Stay Relaxed – It’s normal for leads to get busy and disappear for a short time, even if they were highly engaged when they first contacted you. Be patient and don’t send too many messages and many leads will return.

3. Quick Decision Situations

Every once in awhile, a lead will contact you and be in a “quick decision situation.” You know, the kind of situation where they contact you out of nowhere and want to make a decision as quickly as possible.

It may sound like a dream but often, there are a few ways to properly handle the situation:

Calmly Assess the Situation – It’s simple to get excited at the prospect of a quick sale, but you shouldn’t. Remain calm and take the time to learn more about the prospect, their needs, their budget, and your ability to meet their needs. Involve Your Staff – Don’t make decisions in high-pressure situations on your own. Instead, get your staff involved so that you can best assess how to handle the lead.

4. Lack of Deep Engagement

If you’ve done your part to create desirable offers, content, and more, you’ve probably come into contact with a few leads that have downloaded free offers but don’t take things a step further. And when this happens and you want to push engagement a step further, there are a few steps you can take:

Make Contact – Reach out to your prospects via email to take your relationship one step further and ask if they have any questions. Ask Direct Questions – If they don’t respond, it is a good idea to ask more direct questions about whether or not they are held back by one of many factors (budget, timing, etc.) or aren’t looking to commit to anything at the moment.

Direct Leads to Take Them to the Next Level

With any lead, it’s important to push them in the right direction to prompt sales and give them a reason to choose your brand over other options. And when you’re looking to do just that, the methods in the situations above are great places to start.

If you find that you’re struggling to guide leads, the team at Adonis Media can help. Get in touch with one of our team members today to discuss your unique challenges and how we can customise a strategy to push leads through your sales funnel!

Key Takeaways

When leads lose immediate interest, you should schedule follow-ups to keep them engaged with your brand. You may even want to send them relevant, helpful content. If a lead disappears, try contacting them at different times or through different means. Always remain patient and don’t contact them too much or you may drive them away. In quick decision situations, it’s best to remain calm and address the situation and potential client before making any decisions regarding your offer. If customers lack deep engagement, contact them and ask them direct questions regarding their needs and what you can do for their brand.

Now we want to hear from you: How do you nurture different leads through the buying process? Share your tips below!

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Tatem Web Design LLC.
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