5 {{ upvoteCount | shortNum }}
5 {{ upvoteCount | shortNum }}

Question about different stages of the sales funnel

by stanigator
4 replies
Just curious, do you considering lead nurturing and follow-up to be the same stage in the process? If so, why? If not, in your opinion, what are the differences between them?

Thanks in advance!
#funnel #question #sales #stages
  • Profile picture of the author SashaLee
    Hi there,

    I think you're getting caught up in the semantics of sales terms and letting that give you pause.

    Literally defined, lead nurturing is constant contact with a lead in order to gather any objections/questions they may have and guide them towards a solution you provide that they pay money for.

    Follow-up is considered more to be a checking-in to see if anything has changed, updating the lead on new developments with your products/services, etc.

    Personally, I don't see much difference between the two. In our training for our internal reps we don't define it either way. We mandate "constant contact with interesting topics". This means you contact your leads as often as is necessary with updates/news/etc.

    All the best,

    Sasha,
    {{ DiscussionBoard.errors[8230408].message }}
  • Profile picture of the author scottgallagher
    1. Nurturing Leads. Objective to find and build real relationships.
    2. Prospect. Objective to uncover needs, determine solution. Qualify buyer.
    i. Create Pain. Uncover needs.
    ii. Agitate. Demonstrate potential. Uncover opportunity costs.
    iii. Provide Relief. Proposal and Solution. Expected Results.
    3. Follow Up / Close

    You are always 'following up'. Always have a real reason to contact prospects / leads, but contact often. Always offer value.
    Signature
    Father, Entrepreneur, Author, Adranalist
    I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

    -->My Training Website
    -->My Agency Website
    {{ DiscussionBoard.errors[8232468].message }}
  • Profile picture of the author Voasi
    I look at it like this:

    Lead Nurturing is the continued education to a cold prospect to turn them into a warm prospect that "raises their hand" for your service/product.

    Follow-up is talking to the people that have "raised their hand" after the initial conversation/email.
    Signature
    Want $6,000/mo. SEO Clients? Watch My Free Video!
    We do WSO Designs TOO!!! Best on WF! - Click Here
    {{ DiscussionBoard.errors[8233046].message }}
  • Profile picture of the author stanigator
    Thanks for all your feedback. I think I know what to do now.
    {{ DiscussionBoard.errors[8233776].message }}

Trending Topics