Nurturing Hot Leads: Shortening Your Sales Cycles and Following Up Well

“The early bird may get the worm, but the second mouse gets the cheese” -Unknown. Are your sales cycles too long? Do you follow up well when you have a hot lead that needs specialized attention and nurturing? This article isolates the specific challenges involved with lead nurturing and how to effectively shorten your sales cycle and follow up well with customers and prospects.

Lead Nurturing

Lead nurturing has significantly evolved as a result of many factors mentioned last week such as, email campaigns, SEO (Search Engine Optimization), social media, PURLs (Personalized URLs), blogging, CRM (Customer Relationship Management) technology and integrated landing pages. As a result we must adjust our sales cycles process to integrate each of these marketing tools particularly related to automated lead nurturing.

Shortening Your Sales Cycles

How can you shorten your sales cycle process? This is a common challenge in regard to nurturing hot leads that need immediate attention. Marketing automation is a key factor when dealing with sales cycles that are lengthy and confusing for leads. Don’t let hot leads slip through the cracks as a result of a long sales cycle. Instead nurture them by automating your sales cycle process.

Following Up Well

A recent study conducted by Harvard Business Review showed that businesses that contact their prospects in under 1 hour are 7 times more likely to connect with major decision makers than those businesses that have longer sales cycles and do not follow up well. We can see the importance of following up well and creating an environment where leads can interact and not feel neglected, but instead receive the individualized attention required to move them forward in the sales cycle process.

Automating Your Sales Cycle Process

So how can you automate your sales cycle process? Tracking the behavior of a prospect is of paramount importance. Let’s face it, sales teams are busy when it comes to following up on leads and keeping track of a multiplicity of details on a client with an unwieldy CRM system.

Instead of having a large scale sales force you may want to consider implementing Snapt’s automated system which incorporates pre-existing CRM data to do the work of following up with customers throughout the entire sales cycle process from prospecting the lead to closing the sale. The capability to do this is realistically unattainable if you are not able to track in-depth consumer behavior. Snapt utilizes consumer intelligence and the capability to deliver a shorter sales cycle, and follow up well. Snapt creates a digital ecosystem that engages with a prospect and cultivates a 1-to-1 relationship that transforms leads into conversions.