We’re walking through a step-by-step tutorial on how to write, publish and market an eBook campaign to get ebook leads. We’re currently in Phase #5: Nurturing Your Leads. Today we are on Step #22: Nurturing Leads.
Call them up if they respond to your email invitationOnce the call has been scheduled, it’s time to have that conversation. Do some background research before making the call so you’ll be prepared with some knowledge about their company before you pick up the phone.
Find out what their needs areDuring the call, ask questions about their goals, what their current strategy entails, and what their pain points are. Think about how your services can help them and offer suggested. If you’ve done similar work for another client, share your previous strategy with them and cite your results.
Provide the resources you canJohn Jantsch of Duct Tape Marketing has a few pointers for us here:
When a client says yes, you should be prepared to shift your marketing process to teach them how to get the most from this new relationship or product by putting a new customer kit in their hands. Your new customer kit, much like your marketing kit, allows your new client to fully understand what to expect now that they are a client. That’s right your educational marketing approach doesn’t end once you make a sale. Almost every type of business, service or product based, should develop “training” documents that communicate key bits of information.He suggests that these kits include information on:
- What to expect from you next
- How to contact you if one has a question
- How to get the most from your new product/service
- What you need from your prospect to get started
- What was agreed upon today
- How you invoice for your work