aida sales funnel, lead generation, lead nuturing, sales

Lead Generation and Nurturing Prospects in the Middle of Your Sales Funnel

Nurturing Leads in Your Sales Funnel

I scan trade press email every day to stay current on what people are talking about and although most of what I read feels like filler (they have to publish something) on an almost daily basis I find articles I either strongly agree with or strongly disagree with.

In the spirit of full disclosure, those articles I find myself strongly agreeing or disagreeing with guide what I publish on this website.

Today I stumbled across a post about lead nurturing.

Attraction To Action: How Marketers Can Capitalize On The Middle Funnel

Written by James Green.

James make a very valid point.

We focus significant efforts on generating leads, and closing sales, but the middle steps generally do not get the attention they deserve.

The image for this post shows what is called the AIDA sales funnel.

The levels are:

Awareness: People learn of your product or service

Interest: They want to learn more

Desire: They decide what you have will probably benefit them

Action: They buy

It’s called a sales funnel because at each levels there are fewer people.

I summarize James main point as most of us do not effectively engage our prospects during their Interest and Desire phases, and if we did we would sell more. He’s right. He encourages

Where James stops is in providing specific recommendations. He shows a graph that illustrates that 22% of Mom’s back to school buying decisions are influenced by things they see on Facebook, but does not emphasize that 75% of Mom’s say their back to school buying decisions are not affected by social media networking sites at all.

So what should you as a marketing person for your business do in terms of lead nurturing?

For starters, you should read the next post……

 

Need more leads? Contact us, we can help!

Yes, I want more leads

 

 

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