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.

1. How to
Nurture Leads
12
Emails
to Send
www.proresource.com
Judy Schramm, CEO
ProResource, Inc.
Copyright 2011 ProResource LLC

2. What Should You Write
About in Nurture Emails?
PUT YOURSELF IN THEIR
SHOES…
WHAT DO THEY NEED
TO KNOW?
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

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).
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource LLC

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…
www.proresource.com
Copyright 2011 ProResource LLC

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?
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

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?
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

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?
www.proresource.com
Copyright 2011 ProResource, Inc.

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.
www.proresource.com
Copyright 2011 ProResource, Inc.

15. Questions?
15
Judy Schramm
ProResource, Inc.
+1 703-824-8482
judy@proresource.com
Twitter: @proresource
Blog: www.MarketingIdeasYouCanCopy.com
We design LinkedIn lead generation
and lead nurturing programs
for B2B tech firms.
www.proresource.com
Copyright 2011 ProResource, Inc.