Do You Know Which Leads Are More Likely To Become Customers?

Do you know which leads are  more likely to become customers?Do you know which leads are more likely to become customers? There’s nothing more exciting than a fresh new group of leads, all contacted through a successful marketing strategy and ready to be turned over to an eager sales staff. But as we all know an unfortunately small percentage of those leads, no how well they were acquired, will be ready to buy when they are contacted. So how do you know which leads are likely to become customers, and how do you help your staff contact those leads at the right time? Using a combination of tools available through Lead Liaison’s software and solutions you can help your marketing and sales staff capitalize on every opportunity.

Lead Liaison is able to offer these sorts of results by employing a variety of different approaches to information collection, analysis, and automated marketing solutions to keep leads engaged and accessible for the right moment for your team to make the sale. How does this work? It begins with the analysis of data gleaned from your website and other materials, which feeds into a sophisticated algorithm of lead grading and scoring to tell you’re sales team when a lead can be converted into a customer.


One of the basic principles of creating an automated marketing solution for your company is gathering and examining the data that customers bring to your marketing team through their activity on your website and with other materials. Actions like web form conversion, email opens and social media activity inform your marketing team of what is working with customers and helps sales better understand the interest of their leads.

Buy signals are a real-time system of alerts that will communicate with your sales team when a potential lead performs an activity that exhibits a good chance to make a sale, such as a time-sensitive email click through or web form submission.

Lead Grading

Lead grading is a vital technique in helping your marketing team identify ideal buyers. Lead Liaison’s lead grading algorithms take a variety of factors into account, including job title, industry, geography and revenue to determine whether or not they are a good match for your product or service and thus would make a likely sale. These qualifications are fully customizable, letting your team develop the ideal customer for your company.

Using the data compiled by the lead grading algorithms, Lead Liaison’s software scores individual leads, and passes this data on to your sales team. Using the hot lead dashboard, Briefcase, your sales team will have all the information they need to know when a lead is ready to buy and have the information they need to make the sale. Information such as buy signals, overall activity and lead grade is delivered into the engine to create a complete picture of your potential customers.

Lead Liaison’s tools for helping your team know which leads are more likely to be converted to customers don’t end there. Visit our marketing automation blog to learn more about practices such as lead nurturing, which helps you turn cold leads into warm one.


Marketing Automation: Why Does Lead Nurturing Make Sense?

Why does lead nurturing make sense?Lead nurturing, the marketing process of developing relationships with leads regardless of their current timing to purchase, is a straightforward concept. But many don’t realize the importance of lead nurturing or how it can help. Let’s look at lead nurturing and how it relates to marketing automation.

Why Lead Nurturing Makes Sense

One of the biggest pros for lead nurturing is the ability to market personalized messages to prospects. These messages can be generic in nature but personalized to an audience that’s only in Lead Stage 1 of marketing automation. These leads have only just entered the market and do not have a current timeline for purchasing.

It’s important if you’re looking into automation not to just send leads cold emails. Your first objective for beginning lead nurturing is to establish permission to stay in contact with the lead. If your audience loses interest in your messages, they’ll unsubscribe from your mailing list or mark emails as spam.

Target Your Leads

Make sure you’re creating content that your visitors want to see. The more you can find out about a lead who’s visited your website, the better. By creating high quality content that is relevant to your leads, you’re increasing the possibility of converting leads to customers significantly. Make sure that when sending out your messages, you’re not overdoing it. Ask yourself: when’s the best time to send messages so you can ensure your prospects will see them? Answer that and then tailor your messages to be sent out at the best possible time.

Another best practice for lead nurturing that might seem like it’s coming from the stone age, is using plain text emails instead of HTML. A few lines of content and a personalized signature go a long way toward establishing an individualized message, which is targeted to your audience. HTML based emails are fine when sending out training tips or when the emails are clearly coming from the marketing department and not the sales department.

When Lead Nurturing Works

Lead nurturing is a powerful way to use marketing automation to stay in touch with prospects. When it works, you’re able to establish purchaser preference while also gaining useful knowledge about your prospects timing. If you’re ready to take the next best step with lead nurturing and marketing automation, contact us today! Lead Liaison staff would love to chat with you about your company’s individual marketing needs.

Grow Your Business through Customer Responsive Marketing Automation

Grow Your Business through Customer Responsive Marketing AutomationBuilding a relationship with prospective customers should not be seen as a one-way street, with your brand constantly reaching out—calling, mailing, posting—and hearing nothing in return. Rather, this process is more successfully a bi-directional path with many winding trails. Encouraging customer responsive marketing automation will pave this process of nurturing your leads to their state of buying readiness. Providing the means and the channel(s) of communication between your brand and your prospects can open up an enlightening conversation.

Everyone likes a personalized message (except when it’s a little too personalized). I couldn’t delete emails starting “Greetings #1 Customer” any faster. It’s no surprise that personalized marketing encourages customers to respond and interact at a higher rate. Personalization of each message based on their previous interactions with your brand (read: lead scoring) helps to determine their stage of the buying cycle, and thus the types of messages you should be sending.

Seamless Interaction

The end goal of carefully personalizing each message broadcasted is to encourage seamless interaction between sales and prospects across multiple channels. There are a multitude of tools that make customer responsive marketing automation a process easily integrated with your current system. Mobile applications are increasingly a crucial part of engaging customers and text messaging is burgeoning into an acceptable means for B2B communication.

Tailor your customer experience and encourage their response by scheduling social media posts (make it easier on yourself) that survey or poll your followers. This somewhat organic way of discovering data can then be used to create relevant content. Ask about the customers’ needs, determine an appropriate means to “score” your posts (evaluate the number of “likes” or “retweets,” for example) to gauge your audience’s interest level in various topics. Don’t forget to keep in consideration the peak times for posting to maximize exposure and response.

Realize Customer Needs

Through customer responsive marketing automation, your business is enabled to more fully realize your customer needs through their interaction with your brand. Analyze their past behaviors (CTRs, landing pages, etc.) to predict how they might respond to future messaging campaigns. Incorporating customer service into the customer responsive marketing automation process becomes second nature through technology. Catering to the customers’ needs at a time when they’re ready (timing is everything) can be the make it or break it of the deal. It’s important to have the marketing and sales teams in communication with each other to coordinate respective campaigns and actions to maximize touchpoints, get to know the prospect, and go in for the win. Utilizing strategic techniques such as the “sense and respond” in correlation with other technology advances will provide a better grasp of what prospects and customers alike want and expect from your brand.

Lead Nurturing Best Practices and Your Organization

Lead Nurturing Best PracticesIt’s true that lead nurturing best practices are important to establishing good relationships with prospects, though many small businesses don’t really have the time or the resources to think about it. The act of adopting marketing automation into company processes is about giving your organization the ability to start nurturing leads and developing a deeper, more intensive and effective funnel over time. For many businesses, understanding the best ways to nurture leads aren’t a part of this process from the get-go.

When considering how to nurture leads for your business, it’s best to put yourself in your customer’s shoes. Here are some ideas on how you can get the type of familiarity that will help you best turn your prospects into completed conversions.

Lead Nurturing Best Practices

At minimum, nurturing leads is about developing a relationship of trust with your customers. Because many modern business relationships start and continue over the internet, the in-person, ‘human touch’ component of interaction and communication is sometimes lost.

To give you a good example, many of us would never buy a car over the internet without test driving it, feeling the steering wheel under our hands and being able to experience being in the car and seeing the exterior first-hand. With recent economic issues these past few years reducing the income of many, customers want to “feel out” your product or service and feel they’re getting the best bang for their buck before making a deeper commitment.

Take a step back and ask yourself how your website, self-presentation and various sales materials stand up to the test of time with regard to how much customers trust you. If your offering was a car, do customers get a good feel for the product and develop trust before making a big commitment?

Making it Personal

The more personality and trustworthiness you put across in your marketing materials, the more it’ll be likely that clients trust you over time. It’s important to give your marketing materials that personal touch – for example, if your business happens to be family owned, this is a great way to tell your clients more about you and establish that trust. Try writing a company blog or recording a video where you showcase members of your staff or a specific team.

Lead nurturing best practices are all about getting to know the client better and putting personalization into practice. Marketing automation can help you track data, and the right marketing automation team can help you figure out what your clients want to see from you before you even start tracking, as well as how to better nurture leads. Find out more by consulting with Lead Liaison’s friendly staff today!

How to Create a Successful Sales and Marketing Collaboration Plan

How to Create a Successful Sales and Marketing Collaboration PlanIt’s no secret: a well-oiled organization understands the necessity of inter-department collaboration and productive communication. In order to boost lead generation, keep leads nurtured and happy, and gain return customers, you must have a successful sales and marketing collaboration plan in place. Maintaining a healthy communication internally should translate to developing a strong engagement with the target audience which helps boost your rate of return.

Marketing automation, smartly implemented, can make this process easier and more efficient. However, without sales and marketing collaboration and alignment, your sales team will inevitably waste time following leads that just aren’t qualified (yet). By keeping both parties in the know on how to properly analyze your lead tracking practices, you’ll find it’s much easier to nurture leads and provide personalized marketing efforts. Cold calling everyone who signs up for your newsletter will probably deter leads from taking the next step and you’ll risk looking desperate. Strategize and implement a clear and concise protocol for points of contact to potential leads at the appropriate times.

Maintain two-way communication

Studies have shown that returning customers make up a significant portion of your revenue, so proper lead nurturing sets the stage for a lasting relationship. Ensure your sales and marketing collaboration plan includes guidelines on how and what is communicated between departments. This level of collaboration means greater customer satisfaction through better communicated ideas. Let your marketers set up sales for success through targeted marketing campaigns that communicate a positive message about your brand and delivers what the potential customers are looking for.

Keep tasks relevant and separate (don’t do the same thing twice)

While collaboration is key, it’s still a good idea to have tasks and responsibilities that the marketing team is responsible for, and tasks and responsibilities that the sales team is responsible for. This is the reason for the division—play up each department’s strengths. The marketing team should be able to create killer content that gives the sales team the upper hand when it’s their turn to reach out to qualified leads. Sales and marketing collaboration means communicating key points between departments, not consolidating the whole process into just one team or the other.

Strategic implementation of your marketing automation practices between sales and marketing is critical. Because most of your potential customers will find your brand through the internet, chances are they can easily find your competitors as well. Use the analytics from your marketing automation to draw up a plan of action for your leads as they request more information and take the next steps. The joint efforts of both departments will enforce this plan of action. The marketing team needs to head up key strategic, back-end development while the sales team can focus on maintaining lead (and customer) satisfaction. Keeping the customer in mind throughout the whole process means keeping everybody engaged and will provide the greatest return.

Create Content That Nurtures Your Leads

Create Content That Nurtures Your LeadsUse your inbound marketing strategies beyond lead generation—learn how to create content that nurtures your leads too. Once leads have been generated and placed into the appropriate sales funnel, it’s crucial to qualify leads accordingly and determine as quickly as possible if a lead is not interested in you.

There are several things to keep in mind when determining best practices for nurturing qualified leads. Segmenting your streams of prospects into nurture tracks that meet their needs, ensuring a personal touch on all communications, maintaining a two-way communication channel, and integrating sales teams with marketing teams are all productive steps to nurture leads. Another way to help nurture your leads closer to the buying stage is to provide them with interesting and relevant content. Here are a few ways to integrate this into your lead nurturing system already in place:

Educate your leads

Help them to make a smart buying choice by thoroughly letting them know their options. Provide original market research stats (or find a reliable source) that show them how others in the industry make buying decisions. Be sure not to skew it too much in favor of your brand, though, to assure them it is legitimate data.

Use analytics from marketing automation

Determine how your leads prefer to receive information—via email, blog content, white papers, etc. Your marketing automation software allows you to accurately monitor the activity on your site, record when leads are available to communicate with you, and enable you to nurture targeted segments of leads. With all of this data, you are informed to create content that nurtures your leads and provides what they’re already looking for.

Repurpose content

Get the most out of each piece of content you publish. Create an informative white paper and split it up into sections to publish as individual blog posts. Then create a slide deck out of these different sections, and finally voice over the slide deck to create a video. This provides four separate types of content you can use to nurture your leads. You might find that leads that have been qualified into a particular stream prefer video over white paper, so this makes a more personalized attempt to reach out to them.

In order to create content that nurtures your leads in the most effective way, you need to utilize your marketing automation process to get the best understanding of what it is that your leads want to know. This will give you the best odds in turning leads into customers through nurturing your leads with content marketing. When considering your lead nurturing campaigns, be sure that no lead goes unnoticed and that you contact them when you say you will. Here are five additional tips to make sure you don’t lose your leads before have the opportunity to nurture them.

Drip Marketing 101

Not familiar with drip marketing? Now might be the time to get acquainted. Drip marketing is exactly what you’re probably thinking – it’s a process where you create marketing materials that go out to your customers slowly over time, hopefully converting them to your offering and building a dynamic relationship of trust.

Drip Marketing 101All good drip marketing starts with a concept. Since you are slowly converting customers to your products or services, it’s important to first determine what specific item you want to sell. In most cases, you’re not doing direct marketing – throwing the product in your customers’ faces and hoping they will bite. You are presenting them with a concept that you build up as the right choice to solve their individual problems.

So now that you’ve decided to drip, how do you decide what your concept should be, and where do you start?

Drip Marketing for Newbies

Drip marketing happens via email. Before you do anything else, it’s most important to identify a way that you can collect email addresses from your clients. If you only have email addresses from existing customers, your drip campaign will have to focus on getting further sales or increasing profitability with your current customer base.

We strongly recommend considering how you can collect email addresses for potential clients as well as current ones. You may want to ensure you have a newsletter sign-up on your website. You may consider offering premium content in exchange for an email address.

Nailing Down Your Content

For example, if you are selling camping equipment, you might make your content offering something like, “10 Tips to Make it in the Wild.” You could then start an auto responder on your current email service provider that goes out to your subscribing customers for a certain period of days. Regardless of what your industry is, you should be able to think of something you can offer your customers as premium content.

Many businesses start a drip campaign or auto responder and then never think about their drip marketing again- giving old and new customers the same information over and over again. The best way to approach running a drip marketing campaign is to analyze the results you get from your first campaign, and make adjustments accordingly. Many successful business owners run multiple drip campaigns with premium content going out to segmented users.

Segmenting your users can be tricky – but with Lead Liaison’s marketing automation dashboard, segmenting your audience and setting up your drip marketing campaigns is easier than ever before. To find out more information, contact us and let us connect you with a solution that works for your business!

Steps to Simplify your Lead Nurturing

Steps to Simplify NurturingLooking for a way to simplify your lead nurturing and better manage your leads? Effective lead nurturing starts in one place: organization. Ensure that your sales team knows the method behind the madness of the lead lists upon lead lists. Here is a simplified overview of what to keep in mind.

1. Segment, segment, segment. It cannot be stressed enough that organizing your streams of prospects into nurture tracks that fit them individually enhances their experience with your company, therefore increasing close rate. Understand what their interest level is and when they might consider buying. Don’t send the wrong targeted content campaign– that’s just asking them to unsubscribe. Still need to be convinced about the importance of high quality content? Read Why Smart Consumers Insist on High Quality Lead Nurturing Content.

2. Add a personal touch. Make sure they have a name and maybe even a face to go with the emails and the voice. Letting them know they have their own point of contact helps them feel more comfortable working with your company. Along the same lines, give new leads a warm welcome, roll out the royal treatment to let them know you’re in it for the long haul with their company. This can also be done with older leads, as a sort of recycling process to revamp their interest.

3. Keep the communication relevant and two way. Include feedback surveys in your campaign that invite them to share their thoughts. Be sure to target industry news to them specifically. Include exclusive offers to let them know you are interested in a long term relationship with them and are invested in the success of their business. Here are some ideas on including offers in nurturing to get you started.

4. Last but not least, keep marketing and sales teams in the same loop. What could be worse than sending an impersonal email to someone a sales rep has almost closed? Understanding the prospect’s journey is a crucial part of building the relationship.

Why Lead Nurturing is Essential for B2B Marketing

Why Lead Nurturing is Essential for B2B MarketingB2B buyers are the toughest consumers to secure, because their decisions are based on the needs of an entire business rather than one particular person. It is harder for marketers to accurately profile the lead and determine their specific stage in the buying process. Company purchases could require a series of tests, comparisons, and approvals before a B2B buyer even considers contacting a potential supplier for more in-depth product information. It is harder to pinpoint a B2B buyer’s decision making process unless they willingly offer information about their company’s purchasing process. That is what makes lead nurturing so essential to B2B marketing. Marketers need to continuously provide B2B buyers with helpful content that will maintain their interest until they reach the point where they are ready to contact someone in sales.

Lead Nurturing Benefits B2B Buyers

Lead nurturing is essential in B2B marketing, because it gives B2B buyers the opportunity to research product and services at their leisure. If you send the valuable content to buyers by email, it will also make it more convenient for them. Just be careful not to send irrelevant or frequent mass emails to potential buyers. They’ve given your business access to their inbox, because they want trustworthy answers to their questions. They don’t want it filled with useless spam.

Creating Customized Lead Nurturing

If the potential lead has shown interest in a particular product you carry, any future lead nurturing emails should pertain to that specific product. This can be achieved by first profiling the lead and then grouping leads with similar needs into predefined lead segments. It will be too difficult to cater every email to every single person, but you can customize content to groups of leads that have comparable profiles. The email should also be addressed specifically to each individual lead and contain information that will make their purchasing decision easier. That will help strengthen the relationship with the B2B buyer.

Lead Segmentation before Nurturing

Website visitor tracking and marketing automation software are necessary for developing and analyzing a comprehensive lead profile. This automated process monitors and records a lead’s online activity and then profiles, ranks, and segments each lead based on their behavior. Once you understand what a group of potential leads is interested in, it is easier to create content that caters to their unique needs. If you are searching for more lead nurturing tips, please read our previous article on B2B Marketing Automation Tips.   High-quality lead nurturing is essential for B2B marketing. It gives buyers a chance to research their options in peace before they are swarmed by eager sales professionals. If the lead nurturing campaign is successful, a B2B buyer will already know they are interested in your particular product or service before they ever have to deal with a salesperson. That is why prospects that are successfully nurtured have a significantly higher conversion rate.

How To Nurture Leads With Your Mobile Phone

Nurture Leads With Your Mobile PhoneWhen it comes to nurturing leads, it means that you have a system through which you are able to communicate with potential clients constantly until they become fully fledged clients. This is done by giving out helpful information and making sure that your brand sticks in the minds of your potential clients.

So you have taken advantage of the internet and you have been working hard to nurture leads through various techniques by using your computer. But, how do you do it with your mobile phone? The answer to that is through content marketing. Content marketing has proven to be the best way to nurture your leads as well as increase traffic and sales. The best part it is, you can do it very easily with your mobile phone, especially if you are on the move.

Email Your Clients

Email is known to be the number one tool accessed by internet users. So if you have not incorporated email marketing in your business yet, you are lagging behind. Email permits you to stay connected with your prospects especially since they can access their email accounts instantly via their mobile phones. Therefore, while you are sharing content on your blogs and social media sites, you can also keep your potential clients updated through email. To do so, make sure all the emails you send out add some value to the receiver by providing useful information. Remember to also separate your target consumers who are still in the first stages of buying from those who are currently sales-ready.

Social Media

Remember that consumers have moved from using mailboxes and computers to using smartphones and tablets to stay connected. You should do the same. Through your mobile phone you can access practically all the popular social media sites such as Facebook and Twitter. You can create campaigns to nurture your leads in such a way that they benefit both you and the consumer. Maintain a close connection to your potential clients on social media. You can do this by sharing content and answering questions. This way when it is time to purchase your service or product, your leads will automatically come to you.

Blog, Blog, Blog!

It is common sense that no prospect will come across your website and settle for your brand immediately. Create a blog and use it to reach out to the prospects that have not made up their minds yet. Do this by finding a specific niche, picking up your mobile phone and writing about it. However, feel free to divert a little bit from your service or product to make the blog more interesting, for instance giving solutions to certain problems your prospects may be experiencing.

Nurturing your leads requires that you keep close track all the time and treat each of your leads preciously. Through content marketing you will manage to create a positive perception of your business as one that is helpful and reliable in its industry. In addition to that, your prospects will gain trust in you.