Learn the human-centric approach to nurture your leads and increase engagement to improve customer relationships. Learn: * What is lead nurturing with a human touch? * Importance of human-to-human interactions * Relationship building tools for producing leads * The way forward View the entire webinar here - https://www.youtube.com/watch?v=GqeZEWG4XAo&t=269s&ab_channel=ZohoSalesIQ

1. SalesIQ

2. SalesIQ
Agenda
What is lead nurturing?
Importance of human-to-human interactions
Relationship building tools for producing leads
The way forward

3. SalesIQ
Lead nurturing with a
human touch

4. SalesIQ
• Process of engaging prospective leads
• Listen to the needs of the prospects
• Address their concerns
• Give them the right information at
the right stage of the sales funnel
What is lead nurturing?

5. SalesIQ
A business/company
Contact of a prospective
lead
Communication via
email
Personalized product
pitches
Social Media
Educate about the
advantages of the product
Encourages the user to buy
the product

6. SalesIQ
Current scenario for buyers
Resistant vendor Too many options Marketing and sales
messages are
ignored/missed
Busier times Less time to think
and strategize

7. SalesIQ How does lead nurturing help?
• Too many dormant leads
• Too long a sales cycle
• Not enough engagement
• Not able to measure existing lead
conversion program
• Manual program is expensive and
time consuming
Problems Solution
• Maintains relationships with customers
• Shortens sales cycle. Converts more leads to
buyers
• Demonstrates value in the content shared,
creating trust
• Set clear goals - how many leads to generate,
type of audience etc.
• Marketing automation

8. SalesIQ
Importance of human-to-
human interactions

9. SalesIQ
Generating Leads = Building
Relationships
Identifying the right contact
Initiating a memorable conversation
Nurturing them regardless of when
they buy

10. SalesIQ
1:1 communication strategy
• Target only the core group of decision-makers
• Not intended for an entire marketing database
• Well-timed phone calls and relevant email content, customized based on each
prospect's profile
• Real-time human-to-human dialog exchange
• Continually engage with the prospects, till they are 'sales-ready'

11. SalesIQ
Zylker Realtors

12. SalesIQ
An introduction
• Leading real estate firm
• Provides a wide variety of
real estate services
to investors
• Builds genuine and trusting
Relationships with clients

13. SalesIQ
Zylker Realtors Automate lead nurturing Gets lots of visitors
Zylker's current lead nurturing plan

14. SalesIQ
Problem
No conversion

15. SalesIQ
What is Zylker missing out on?
• The human touch
• Organizations don’t buy. People inside organizations do.
• Should initiate the right dialog with the right people within the right companies
• Contain relevant and meaningful personal touches
regardless of their timing to buy

16. SalesIQ
Relationship building
tools for producing leads

17. SalesIQ
User Consent
• Key to building trust online
• Data privacy is a metric for brand reputation
• Harms the trust between you and end users
• Golden standard for GDPR
• Believe in our marketing efforts
• Focus on marketing strategies without worrying
about data security challenges
According to a report by SAP Hybris, 80% of
users quit a brand because of no user consent

18. SalesIQ
• First touchpoint for a visitor
• Chatbots are on the rise, but lack human touch
• Even with 90% automation, 10% still needs to be
handled
• Human intervention is unavoidable
• Conversational AI solution allows human agents
to intervene when necessary
Live Chat

19. SalesIQ Social Media
• An intimate part of people's lives
• People relate more to people than inanimate objects
• Create a sense of exclusivity, involvement, and ownership
amongst your community members
• Publish a mix of specialized content appealing to buyer
personas, general industry news, and human interest posts
• Respond to queries and engage with people who are
reaching out

20. SalesIQ
Videos
• Engage viewers most
• Consume more information in less time
• Almost impossible for users to ignore and share
with others
• Induce sensory engagement and emotional
connection, creating empathy
• Creates a sense of familiarity and trust
• Users relate to the product as a means to resolve their problems, not a money-
making deal.

21. SalesIQ
Emails
• Provide more valuable content for customers,
and not talk about your own brands
• Personalization is key - know the interests of
recipients and send them relevant emails
• Tone of the email should be supportive,
sympathetic, and understanding
• Segmentation is important - Send dedicated
emails to interested groups

22. SalesIQ
Instant messaging apps
• Talk in a way that is convenient for customers
• Easier platform to connect and interact
• Recieve offers, product information, make
purchase decisions, customer support
• 24/7 availability with chatbots
• Integration with bot-building tools

23. SalesIQ
The way forward

24. SalesIQ
Let customers in
• Businesses tend to get stuck with trends
and statistics
• More than digital experience, human touch
has greater value
• Connect with customers on a personal level
• No more about offers and cheap prices; more about
creating a customer experience on a personal level
• Cultivating a personal touch is crucial - no matter the industry or niche

25. SalesIQ
Zoho SalesIQ

26. SalesIQ
Visitor tracking Lead scoring Profile enrichment
AI bot
Codeless bot builder
An all-in-one customer engagement software

27. SalesIQ
Mobile apps and Mobilisten

28. Thank
You
@zohosalesiq
www.zoho.com/salesiq
support@zohosalesiq.com