Episode 87: My Top 15 Nurturing Activities To Keep Your Prospects Engaged

Stronger Sales Teams with Ben Wright

In this episode of Stronger Sales Teams, host Ben Wright explores the complexities of lead nurturing, a crucial element of effective B2B sales management. Ben highlights the essential process of nurturing leads from initial contact to meaningful engagement with prospective customers. He presents a comprehensive list of 15 actionable strategies designed to empower sales managers in enhancing team productivity and cultivating enduring customer relationships.

Key Takeaways:

1. The personalised thank you - this can significantly enhance relationship building with prospective clients.
2. Personalised videos - providing valuable content can strengthen connections and keep potential clients engaged.
3. Social Media - connecting with prospects via their preferred channel is a great way to stay connected.
4. Content Generation - putting enough content out there so that prospects can get to know who and what you're about.
5. Recommendations - provide opportunities for prospects to broaden their knowledge and skills.
6. Structured follow ups - ask your prospects when and how they want you to engage and re-engage.
7. Help them solve a problem - find ways to share knowledge and/or resource that might be easy for you, but really helps them.
8. Sponsorships - these will generally allow for multiple opportunities to get in front of your prospects.
9. Webinars (and podcasts) - an opportunity for you and your team to share your expertise, showcase your product or service in an engaging way.
10. Case Studies - show prospects how your service or product can improve their lives.
11. Get products in hands - there's nothing quite as simple, yet powerful, as being able to test drive before you buy.
12. Product demonstrations or training sessions - an extension of #11 - where a physical product isn't available consider how else you might showcase your product or service. Think video, 3D renders, VR, etc.
13. Snail mail - might sound "old school" but with the decline in volume of physical mail sometimes receiving something in the mail can be quite a pleasant surprise.
14. Drip Campaigns - often with the support of marketing or comms teams, setting up a sequence of follow up communications that will be sent to prospects post that initial meeting can be a great way of nurturing them over time.
15. Cross-threading - seek out others across the business you're working with as this can accelerate moving leads through the sales funnel.

Time Stamps:

0:00 Intro

2:12 Top 15 Recommendations In Nurturing Leads

4:34 Personalised Thank You

5:30 Personalised Videos

6:15 Social Media

6:53 Content Generation

7:53 Providing Recommendations

8:35 Structured Follow Up

9:25 Problem Solving

10:23 Sponsorships

10:57 Webinars

11:30 Case Studies and Site Visits

12:18 Getting Physical Products In Hands

12:55 Product Demonstrations

13:32 Physical Mail

14:00 Drip Campaigns

14:45 Cross Threading

15:30 Recap

18:08 Health and Fitness Tip

18:56 Outro

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