Many office companies neglect basic lead nurturing. Once they've acquired a lead, they invest little-to-no time into nurturing the prospect. Some office companies believe it's a waste of resources, whereas others believe it offers no real value. Whether you sell an office related product or service, though, lead nurturing is an essential component of an effective marketing strategy, and here's why.
One reason office companies should nurture their leads is because of the high value projects, often times in the several millions in investment size. Wit such a high average sale size, it is critical that each lead or conversion opportunity is maximized. By nurturing your leads, you'll have convince prospects that your company's products or services are worth the investment.
Another reason why lead nurturing is essential for office companies is because it keeps the lines of communication open. According to a study conducted by Genius.com, 66% of buyers cite "consistent communication" as being a key influence in choosing a vendor. When a company fails to keep in contact with its prospects, those prospects may choose a competitor with whom to do business.
You can even automate your company's lead generation processes, allowing you to focus your time and resources elsewhere. Some companies assume that lead generating is a time-consuming, intensive process, but this isn't necessarily true. Assuming you have the right customer relationship management (CRM) software, you can automate many tasks associated with lead nurturing, including followup emails, introductory emails, reminders and more.
Of course, nurturing your B2B sales leads helps to build trust and confidence in prospects. As previously stated, office product or service purchases are typically big-dollar items. And like all expensive purchases, buyers want to know they are getting the best deal possible. By nurturing prospects, you'll create a higher level of trust and confidence; thus, encouraging prospects to take action by purchasing your products or services.
Finally, lead nurturing will allow you to upsell and cross-sell related products or services to prospects. If a prospect has expressed interest in buying a telecom or office furniture, for instance, he or she may also be interested in buying addons for it. If you don't nurture your prospects, however, you won't be able to upsell or cross-sell to them.
These are just a few reasons why lead nurturing is essential for office companies.