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as we know one of the most challenging component of running a business is bringing in leads and turning them into sales using lead nurturing you can convert prospects into qualified leads and also build an audience of Raving fans in this video I will share what is lead nurturing why is it important and how to start it hi marketers my name is Waseem Bashir and I'm a B2B marketing consultant if you want to learn more about marketing and lead generation to grow your business you're in the right place so let's start the video with a lead nurturing introduction foreign [Music] lead nurturing is a process that allows you to develop and sustain relationships with prospects at every stage of the sales funnel through effective content sharing and marketing effort it helps bridge the gap between you and your target audience through personalized campaigns the idea is simple to share relevant and engaging content to earn prospects trust and showcase subject matter Authority as a marketer you aim to generate more leads but lead generation alone is not enough not all prospects are ready to become customers when I speak to businesses I hear this statement many times from them but we're seeing you know we Mark these leads as lost and forget about them there's a huge opportunity here and I call this money on the table so let's define the goals of a strong lead nurturing system first you need to segment your prospects into targeted personas so you know exactly their pain points challenges and product service needs you have to identify which stage a prospect belongs to in a sales funnel and you need to share relevant and high Authority content to push the prospect to the next stage so for example if the prospect is at the top of the funnel the aim of the lead nurture campaign should be to nurture that Prospect to the middle of the funnel using valuable content you need to position yourself as a trusted leader you need to have a good lead nurturing system that is measurable and you should be able to track it and the best part it should be fully automated so you don't have to worry about it and finally it should deliver results in summary to visualize lead nurturing think of it as if you're working with somebody and holding their hand to take the next step towards Better Business decisions let me show you a real world example of lean entering so on our own agency website we have a contractors form which which is almost like branded as tell us about your project in which prospects come in and they choose what service are they interested in whether it's a website landing page or marketing automation so they would probably come in here click one of those services and then click continue and then they will obviously earn some few more questions like when do you want to start and stuff like that so this is really helpful and I'll show you how in a minute but the important thing is segmentation so we want to know exactly first of all the prospect who's coming in what are they interested in and second depending on who they are we can then send them more information down the line so for example there's a question here are you an agency or marketing consultant if say if they say yes then obviously we know then who they are and we can help them you know in a different way so for example let's let me then show you behind the scenes of how things work so when they fill out the form on the website we send them what is known as a booking nurture sequence where we try to get them on a call with us so this is very critical that we get them on a call very quickly so we send like three emails and then also try you know manually to reach out to them and in case if we can't hear or can't connect to them we would mark them as lost but once we mark them as lost we also send them to a long-term nature sequence so this ltn is called long-term nature in our lead nurturing model in which we then understand who this person is so for example if they selected landing page was one of the services they were interested in we would then start a long-term nature sequence which has um landing page as the core of focus so in this example here this is the long term long-term nature sequence for landing pages and as you can see here it's basically an email secret sequence with around 14 emails and we send them over a period about six months so the objective of this funnel is that we share more relevant information and get them on a call with us so if you see for with every email we send out we have a call to action which is book a call with us and we will try to keep on doing this until you know we don't hear anything back but at the same time we do also score and we do a lot of other stuff which I'll show in the future videos leave a comment below if you want to see that stuff I'll be happy to share it but yeah this is how you will build this we use a tool um called activecampaign I'll put a link in the in the description below so you can have a look at this tool it's really nice it's really powerful and I prefer it over HubSpot or MailChimp or some of the complex tools out there so it does a lot of heavy lifting and is relatively quite cost effective so what are the benefits of a good lead nurturing system a good lead nurturing system allows automation so it's an easy to automate strategy so you don't have to work manually rather than sending people emails one by one you can build a system that works in the background saving you time and effort which you can save you know for other crucial tasks the only time a manual intervention is required when somebody raises their hand up and shows buying intent it will obviously save you time and money yes it is obviously time or cost saving because it runs without any manual work which eventually saves costs it is automated so there's less room for errors especially when you create buyer personas and you have a related content type for every Persona it means the system already knows which resource needs to be offered to get better results and Lead nurturing is great as it offers relevancy when you define your lean naturing properly your prospects will receive personalized content otherwise there's a chance your prospect could receive irrelevant things resulting in loss of interest and eventually they will be turning cold through lean nurturing you can also understand where prospects are in the sales funnel whether they're in the top of the funnel middle of the funnel or bottom of the funnel depending on their intent you can offer relevant information so how to start lead nurturing so how do you understand what lead nurturing is what it is used for and what it can do for you the question is where and how do you start one thing you need to understand that it's obviously without an email list you cannot really Implement lead nurturing you can do lead nurturing with SMS but I would suggest if you're starting out just make sure you have an email list to build an email list you can create a lead Magnet or have a newsletter sign up let's discuss this what is the lead magnet a lead magnet can be a piece of content an ebook or a white paper that contains a freebie that prospects will exchange with their email address for example I created the sales funnel mind map that shows various examples of content you can use at each stage of the buyer's journey and how leads flow through each stage one by one then I added this mind map to one of my blog posts as a lead magnet prospects need to share their name and email to access the sales funnel mind map so now here I get the emails this is the first time when I get subscribers into my lead generation system so next up is a newsletter you can share relevant valuable information with your prospects via a newsletter it gives you direct access to your prospects inbox allowing you to share engaging content and promote your sales for example on a Blog you can have an email newsletter sign up and when visitors sign up they will get let's say a welcome series a welcome series is part of many sequences you can use in a lead nurturing system we will talk more about different types of lead nature sequences in a future video for now remember with the welcome series you can tell your subscribers more about who you are what they can expect from you how many emails you'll be sending them and how often you'll be sending them so that you kind of set the expectation all right guys there you have it I hope you got value from this video lead nurturing is a worse topic and cannot be covered in a single video so subscribe to my channel for more videos on various topics like this one and in the future I'll be covering types of lead measuring sequences see you next time till then thank you and have a great one