Lead and Client Nurturing


Managing prospect relationships in the early stages of a sales cycle is one of the most effective ways to ensure a steady and predictable delivery of qualified leads that are ready to buy.

Are your qualified prospects and clients falling through the cracks due to lack of attention?

Companies engaged in technical and complex sales typically have a sales cycle of between 6 months and 3 years.  For each of these companies, short-sighted marketing strategies have limited effectiveness – a sustained lead management strategy is required to keep the business top-of-mind until the prospect is ready to buy.

Qualified leads and clients may not be ready to buy immediately but if they can be engaged in a conversation that is of value to them (not just hearing about your company’s products or services), you will be top-of-mind when they are ready to buy. Enrolling prospects into an opt-in automated nurturing track gives you the ability to track and measure which lead generation efforts are most effective in producing qualified leads that convert to a sale.

Our lead nurturing services include:

Strategy and Sales Integration

  • Automated program development – personalized integration of email, direct mail and/or phone dialogue
  • Marketing automation software (Marketo, Act-On) setup and integration
  • Lead qualification & scoring
  • Coordination with sales to facilitate the lead hand-off

Ongoing Analysis & Support

  • Recommendations based on web analytics
  • Newsletters
  • Email campaigns
  • Development and/or re-packaging of existing sales materials into resources that are *relevant* and useful to your prospects and clients


Online Lead Generation: Is it right for your company?

On the web many companies tend to provide services for segments of the lead generation process, such as search engine optimization (SEO), without any attention to guiding the buyer to that important point of decision or “conversion”. Our online lead generation services are provided in consultation and alignment with your sales objectives, building your opt-in house lists of leads and clients for further nurturing.

Our online lead generation services include:

  1. Web Development
  2. Search Optimization
    • Keyword research and recommendations
    • On-site search optimization
    • Off-site optimization (social media assets, trade directories, articles)
  3. Sales Conversion Optimization
    • Pay-per-click (PPC)
    • Landing page optimization
    • Subscription page optimization
    • Copy writing
    • Testing for quantifiable results

Much of the online content developed by our team is also transferable to other mediums such as printed product spec sheets or company brochures.

Once we’ve helped you develop a set of qualified leads, we are able to provide lead and client nurturing services that keep your prospects engaged with your product or service.