No Lead Left Behind

Old habits die hard

In an effort to practice what we preach, MarketNet followed all the rules when launching our lead nurturing campaign.  We scrubbed our list, we segmented based on company type, CRM platform and more.  We customized our emails and tested subject lines and offers. We loaded the campaigns and let them rip… and people opened them and clicked on the offers just like they were supposed to. 

I immediately responded to every person who clicked on the offer and asked if they wanted to talk about lead management or lead nurturing or if they were just gathering information (and let them know it was fine either way).  Approximately 95% of the people told me they didn’t want to talk… yet.  I actually started to get a little upset.  My old school sales hat was on and I wanted to close the deals now! 

Then I remembered what I tell my clients every day.  Not every lead is sale-ready!  This is why we do lead nurturing in the first place.  Our goal is to put relevant information in the hands of the right people at the right time.  My open and click rates show that I met those goals.  Now I just need to keep doing the right things and being just a tad bit more patient, trusting in the process that’s been shown to work over and over again. 

Working with truly qualified and sales-ready leads is so much more satisfying than prospecting.  But old habits die hard… especially if you’re in sales.  Patience my sales friends!

Interested in getting our nurturing emails?  Sign up here: http://www.marketnetservices.com/contact.aspx and put “lead nurturing campaign only” in the comments field.