Building strong, lasting connections with leads takes time and effort. Many businesses miss opportunities by giving up their outreach to leads too soon. Consistent communication, grounded in value and trust, is essential to keep new leads engaged and guiding them through your sales funnel.
I recently shared my insights on how B2B businesses can leverage a process of persistence by adding value as they build relationships with leads in their sales funnel.
In this video, I explain how persistence—through thoughtful, consistent, multi-channel outreach—is the key to earning trust and converting leads into customers.
Persistence in your sales funnel is about more than following up. It’s a purpose-driven, strategic plan for delivering valuable content across multiple touchpoints. Here’s what that looks like in practice:
Effective communication uses multiple methods, including emails, phone calls, and traditional direct mail. In a world dominated by digital messages, personalized physical mail can help you stand out and leave a memorable impression.
Each piece of communication should provide value to the recipient. This could include links to informative blogs, engaging videos, or personalized messages that solve your leads’ specific challenges.
Reaching out at the right intervals ensures you remain relevant and “top-of-mind” without becoming annoying. Being consistent and personable shows you care and makes you likable and trustworthy.
Many sales teams lose potential clients by giving up after one or two attempts. People are not ignoring you or avoiding you because they aren’t interested; it’s because they’re busy. By consistently offering helpful and timely communication, you keep yourself on their radar, increasing the likelihood of conversion when they’re ready to make a decision.
Identify key stages where your leads may need nurturing. This helps you create tailored content for each phase, from the initial inquiry to the final decision.
Use blogs, case studies, videos, and other resources to address your leads’ pain points. Content should educate, inspire, and build trust while positioning you as an authority or trusted resource.
Combine digital and traditional channels for maximum impact. Consider integrating email sequences, social media messages, and direct mail to reinforce your messaging.
Use analytics and your CRM to track engagement and adjust your strategy as needed. Persistence is about maintaining relevance to ensure your messaging evolves with your audience’s needs.
We specialize in crafting marketing and sales strategies that drive results. Our services include:
Consistent, thoughtful outreach demonstrates reliability and professionalism, fostering trust over time. By maintaining a strategically thoughtful presence throughout the sales funnel, you’re not just reminding leads of your business—you’re proving your value.
If you’re ready to adopt a more strategic approach to lead nurturing, please get in touch with me. I’ll happily assess your current situation and discuss what opportunities will make your marketing and sales processes more effective.