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BroadVision Marketing Blog

Incoming Lead Processing Campaigns—Starting a Relationship

Posted by Jaco Grobbelaa on Sun, Feb 05, 2012 @ 05:51 PM

Lead nurturing is no different from building any long–term relationship. You need to foster respect and trust, be a good listener and keep things interesting.

Nurturing your leads will increase your sales. How is that done effectively?




As a marketer, it is up to you to implement the lead nurturing program at your company. Even if you have already got one in place, here are some suggestions that might help you improve it. Please remember that since all campaigns need to be constantly tested and tweaked anyway, you can always change things based on what you learn new.

Two types of lead nurturing campaigns can help you increase the leads willing to commit when they’re ready.  The first is an ‘Incoming Lead Processing’ campaign; the second is a ‘Stay in Touch’ campaign. Together they put all the necessary processes in place ensuring a stream of better-qualified leads for your sales team.

To make sure that your potential client really wants to be nurtured, the first part of the ‘Incoming Lead Processing’ campaign deals with respect and relationship building. When people register on your website, they do not want to be overcome with indiscriminate noise from you. No one wants to be inundated with promotional material.


The best way to show respect is a double opt-in approach. When a person registers on your site, send the prospect an email asking for explicit permission to send additional emails. This request is about beginning a relationship. It’s also a good practice when the client may not recognize you or your company. For example, if you were a sponsor at a trade show, the show directors share the names of all attendees with sponsors. Sending information to the attendees might get an instant rejections without using the double-opt in form.

If you import a list, you can automatically launch a campaign to confirm permission. If a recipient responds, you can add them to the appropriate nurturing program. If they don’t respond, you can send them a “second chance” or suspend your marketing to them.


Next, you want to ask your clients what they’d like to receive from you. Offer them the ability to customize their communications with you. This can be accomplished using marketing automation.

Some of the questions you can ask them include:

  • How often would you like to receive communication from us?

  • Which types of communication would you like to receive (email, direct mail, text messages)?

  • What are your primary interests (use multiple checkboxes that apply to your product or services)?

By asking permission to contact your prospective clients and by asking them questions, you are opening a dialog that will allow you to help them become ready to convert. Be sure and thank them each time they respond to you. Simple courtesy is a very big part of nurturing.

Jaco Grobbelaar, owner of BroadVision Marketing, helps business owners and business professionals put marketing strategies in place that consistently secure new clients. He can be reached at jaco@broadvisionmarketing.com or 707.799.1238. You can “Like” him at www.facebook.com/broadvisionmarketing or connect with him on www.linkedin.com/in/JacoGrobbelaar.

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Topics: marketing, Marketing Syntax, Company, Advertising and Marketing, Opt in e-mail, BroadVision Marketing, Facebook, Marketing Principles, Business Owner, Jaco Grobbelaar, Business

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