Lead Nurturing and Marketing Automation Keep the Buyer Romance Alive

May 27, 2011

Watch the video to understand what it takes to convert an Internet prospect to a sales ready lead and ultimately into a new client.

–        8 out of 10 Internet leads are not ready to talk to a sales person.

–        94 percent of online buyers expect a response within 4 hours. (NAHB)

–        What you need for success: online marketing to generate the leads and a lead management system to score and nurture prospects through the buying cycle.

–        Real Estate Example: Reverie on the Ashley

  • It took an average of 45 touch points over 270 days to convert a prospect to a buyer.
  • Need tools to effectively manage leads that require this many touch points.

–        Effective lead management requires:

  • Well designed email campaigns and landing pages.
  • Online forms are critical to collect important information that allow you to segment prospects and target more effectively with automatic groupings.
  • Relevant messaging that delivers content and that is of interest to the prospect.
  • Marketing automation is key to real-time lead management.
  • Need to touch an Internet lead a minimum of three times within the first seven days.

–        Our studies show segmentation combined with automation improve response rates by as much as 40 percent.


Leads + CRM + Marketing Automation = More Sales

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