Have a minute? Find out why lead nurturing is more critical than ever

In this recent interview with BNet Australia, Brian Carroll reminds us that 90 to 95 percent of customers aren’t ready to buy. (Find his comments at timestamp 18:14.)

So what do you do with them until they are?

You nurture them.

Learn more opportunities to leverage lead-nurturing in the video below.

This is the fifth in a series I developed for a leading IT organization to teach their channel partners about lead nurturing. My purpose was to make the concept easier to understand and accessible.

Here are links to the first four clips:

What are the advantages of lead nurturing?

What problems can lead nurturing solve?

What is the difference between lead nurturing and lead generation?

What are the ingredients of lead nurturing?

If you have any recommendations on how I can build on this series, I welcome them.

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

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  1. Hi Dave! Nice video, it’s direct, concise and never boring. Just like all your blogs, I always read them. This lead nurturing is a win-win. By nurturing them, we do not only get to have business or get to close a sale with them in the future, but we also become friends with these future clients and manage to have fun with them along the way while working. http://bit.ly/ayeen2

  2. Hi Dave! Nice video, it’s direct, concise and never boring. Just like all your blogs, I always read them. This lead nurturing is a win-win. By nurturing them, we do not only get to have business or get to close a sale with them in the future, but we also become friends with these future clients and manage to have fun with them along the way while working. http://bit.ly/ayeen2

  3. @Ayeen Benoza
    Hi Ayeen
    Thank you for the kind words. Brian Carroll likes to say that with lead nurturing, you want to start a memorable conversation with prospects, one that is valuable to them, even if they never buy. So I think we’re all in agreement on this point. Thanks again for responding.

  4. @Ayeen Benoza
    Hi Ayeen
    Thank you for the kind words. Brian Carroll likes to say that with lead nurturing, you want to start a memorable conversation with prospects, one that is valuable to them, even if they never buy. So I think we’re all in agreement on this point. Thanks again for responding.

  5. Lead nurturing is critical because it is about engaging in a consistent and meaningful dialog with prospects, regardless of their purchase time frame. It is truly about reinforcing and building a trusted relationship with prospects after the initial acquisition. Each touch needs to be meaningful and make sense from the prospect’s perspective.

    Be back for more of your updates David! Thanks for the great share.

  6. Lead nurturing is critical because it is about engaging in a consistent and meaningful dialog with prospects, regardless of their purchase time frame. It is truly about reinforcing and building a trusted relationship with prospects after the initial acquisition. Each touch needs to be meaningful and make sense from the prospect’s perspective.

    Be back for more of your updates David! Thanks for the great share.

Comments are closed.

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