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How to Nurture Leads


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12 emails you should send to your leads. This presentation gives you a clear and concise outline of the information you need to send in your lead nurturing emails. Give prospects the information they need about your business so they can get ready to buy.

Published in: Business, Technology
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How to Nurture Leads

  1. 1. How to Nurture Leads 12 Emails to Send Judy Schramm, CEO ProResource, Inc. Copyright 2011 ProResource LLC
  2. 2. What Should You Write About in Nurture Emails? PUT YOURSELF IN THEIR SHOES… WHAT DO THEY NEED TO KNOW? Copyright 2011 ProResource, Inc.
  3. 3. How to Nurture Leads 1. What problem can you solve for them? Use their words to describe the problem, then explain how what you do helps. If you can solve more than one problem, send an email for each problem. Copyright 2011 ProResource, Inc.
  4. 4. How to Nurture Leads 2. Explain the steps. Whether you have a product or service, there are steps people will have to go through to get their problem solved. Describe them as simply as you can. Copyright 2011 ProResource, Inc.
  5. 5. How to Nurture Leads 3. What do they need to do to get ready? Is there information they need to pull together? Do they need to have certain things done before they can use your product or service? Let them know, so they can get ready (or at least be aware of what will be expected of them). Copyright 2011 ProResource, Inc.
  6. 6. How to Nurture Leads 4. Answer questions. What questions do prospects typically ask you? If the answers are short, you can combine several questions and answers in one email. If the answers are longer, do one email for each question. Copyright 2011 ProResource LLC
  7. 7. How to Nurture Leads 5. Correct misconceptions. What do prospects sometimes believe about your product or service that isn’t accurate? Explain that you occasionally get asked this, but it’s not true and here’s why… Copyright 2011 ProResource LLC
  8. 8. How to Nurture Leads 6. What results can they expect? What is reasonable for them to expect in terms of results from using your product or service? How long will it take to see results? Copyright 2011 ProResource, Inc.
  9. 9. How to Nurture Leads 7. How much will it cost? You may not want to state costs explicitly, but you can give a ballpark and explain how your pricing works. You could also talk about why you price this way, and what makes it a good deal for them. Copyright 2011 ProResource, Inc.
  10. 10. How to Nurture Leads 8. Why your company? Why should they do business with you rather than any of the other companies offering similar solutions? What sets you apart from your competitors? Copyright 2011 ProResource, Inc.
  11. 11. How to Nurture Leads 9. Testimonials Who has used your product or service and what kind of results did they get? If you can use quotes, great! You can also tell the story yourself, without naming the client. Just describe their type of business and tell the story. Copyright 2011 ProResource, Inc.
  12. 12. How to Nurture Leads 10. What else do you wish prospects knew? Other than the things you have already talked about, what else do you wish prospects knew about your business? If the items are short, include them all in one email. If the topics are longer or need explanation, do one email for each concept. Copyright 2011 ProResource, Inc.
  13. 13. How to Nurture Leads 11. Who endorses you? Other than customers, who else believes in your product or service and supports you? This might be a certification or partnership with someone they respect… What else can you tell people to build credibility that you will deliver as promised? Copyright 2011 ProResource, Inc.
  14. 14. How to Nurture Leads 12. Do you have a guarantee? If you offer a money-back guarantee or do anything else to reduce risk, explain that fully. Copyright 2011 ProResource, Inc.
  15. 15. Questions? 15 Judy Schramm ProResource, Inc. +1 703-824-8482 Twitter: @proresource Blog: We design LinkedIn lead generation and lead nurturing programs for B2B tech firms. Copyright 2011 ProResource, Inc.