Tips on how to nurture your warm leads using content marketing

How to create significant content for your warm leads

You want to get the attention of your prospects? Then create relevant content for them.

This does 2 things:

  1. Regular publishing gets the attention of the search engine robots who then bring you your people.
  2. Content that truly appeals to people engages them and moves them down your sales funnel.

It hopefully goes without saying that your content must be relevant, engaging and (most importantly) useful to your prospects.

Content Nurtures Leads

Your warm leads who have been introduced to your product needs additional content which helps make them sales ready. However keep in mind this is not an easy task.

To maximize your lead generation and lead nurturing efforts, cover every segment in your business and your sales funnel with relevant content. For the new prospect who is looking to find out what you offer or what you do for them, generating content that provides an introduction. For leads who are being nurtured, produce content that addresses the concerns of people who are further down the sales funnel.

The following are some times of content that can convert your warm leads to potential customers.

Your product/service video

People are 80% more likely to remember something that they see, unlike something they read.

Videos are great way to pump up prospects who are already interested in your product. Be clear on your product videos, demonstrate how your product or service is used and how it helps people solve problems.

Always remember to give appropriate information about your product or service that entices your prospects to take the next step towards making a purchase.

The main things to remember are to be be accurate, be authentic, and when possible inject a little humor into your videos.

“How to” content

It’s not always 100% obvious how products and services are used, let alone best used. Content that provides this (even to the level of screen shots and/or screencast videos) are almost always found to be useful.

Case studies

Are a great way to show what your product is able to do by showcasing what it has done for others. On your case studies, clearly show what problems are solved through the use of your product. Give your prospect the power to choose you from the rest.

Testimonials and customers success stories

Show off your happy customers as this is the best example to give your prospects a real example of other people who made a good decision by choosing you.

This is what we call social proof.

Webinars

Use webinars to share information with a large audience. Invite your warm leads to attend your webinars where they can learn more. In the webinar focus on the teaching, and in the course of the teaching make use of your products and services.

Learn more here about generating leads online…

Download the eBook: The 7 Fundamentals of Being Found Online

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