Effective Lead Nurturing Strategies and Templates for Successful Deal Making
Explore guidelines and templates for deal making, lead nurturing, and staying in touch to enhance your sales process. Discover the right approach, segment, person, and time to engage effectively. Learn how to nurture leads, maintain relationships, and move prospects up the trust ladder for successful conversions.
Download Presentation
Please find below an Image/Link to download the presentation.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author. If you encounter any issues during the download, it is possible that the publisher has removed the file from their server.
You are allowed to download the files provided on this website for personal or commercial use, subject to the condition that they are used lawfully. All files are the property of their respective owners.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author.
E N D
Presentation Transcript
DEAL MAKING, LEAD NURTURING AND STAYING IN TOUCH Guidelines and templates
DO IT RIGHT Right Place Find the rabbit s watering hole Right Segment: Large size, low competition, high relevance Right Person - Decision maker ----------------------------- already done by the prospecting team-------------------------- Right Time hang around it till they come around Register yourself then Nurture Maintain top of mind presence (Nurture)
OUR VERSION Don t know them Common Interests (added in CRM) Interest Now Downloaded something Prior conversation around the topic, Stay in touch Referrals Trusted Advisor status F&F X-Clients Clients Broad goal move people as high up the trust ladder as possible
ALLIED LIFECYCLE STAGES Goals Stage Next Steps In discussion Qualify / Drive conversation to either Stay-in-Touch or Active nurturing. Moved to Stay in touch Moved to Active Nurturing Stay in touch Social: They see our social content, newsletters, un-named emails - Leads that aren t responding over email (passive viewers) - Unnamed leads Likes/Shares/comments: If so, try to move him up the ladder Low Trust: Named Emails, they know us but don t really trust us - You met once, had a good meeting Shows consistent interest High trust: They have worked with us before, trust us, but don t have an active opportunity - X-clients, F&F, Referrals Get them to sign up for an NDA MOU Formal Partnership program Active Nurturing - - - New partners with confirmed interest, Entrepreneurs Open opportunities Dazzle with subject matter expertise Keep engaged - Existing partners (engage through account managers) Maintain Top of Mind Positioning Deepen relationship through joint S&M and Training
INDUSTRY = CONSULTING FIRM Consulting Partners Across various stages Send them End client prospects local to them (that are not engaging us) Leads / Job posts etc. Training News Industry Whitepapers Joint Content / Interviews Solutions (solicit feedback) Don t blast them with unsolicited content, they need to engage with it Productization Open ended questions like how is business? (ask only when you have some frankness established)
CONTENT YOU CAN SEND TO END CLIENTS BizTalk Logic apps migration, planning etc. Support and maintenance logging and monitoring
THOUGHTS ON NURTURING Camouflage settle in, don t get detected as hostile Dazzle them with your content Know the impediments (Budget, Language, Remote, Contract type, Shore?) Understand and solve their problems How long you can resist Self-orientation is the key Memorization techniques (once a week for a few week, then once a month) Understand the barriers, chip away at them Remember: they are really smart people and are trying to read your mind
MORE ON NURTURING Don t talk about yourself. Relationship inversely linked to self-orientation. Talk about them about their problems Questions and discussions, vs statements and insinuations Consulting firms Product news Updates on end-clients in the region
IGNORE DECK BEYOND THIS POINT --------------------------- ---------------------------- ----------------------------
PLAYS Partnership Supplementary / Complimentary Integration partners, Analytics partners? Job Applicant Independent consultant Agency Present > Accept/Reject Relationship Similarity > Trust > Relationship Newsletter But personalized, drive towards an opportunity related to common interests End Client???? Ongoing Support, Migration, Development of new projects People we have worked with in the past
MORE PLAYS Incubate your team with us Play journalist. Play to his needs to publish himself
OFFER: PARTNERSHIP MOU DRAFT We are looking to expand our partnership network in your region. Sign MOU, get them on-boarded on a partnership network. Allied and Company X agree to: Work with each other to close deals Not access clients in the other s area Help each other deliver projects Supplement and compliment in the delivery and sale of projects Allied as the offshore partner and in the US in California Partner xyz in Area xyz encourage their technical teams to collaborate on Technical trainings Project best practices Standards and Templates etc. Pre-sales and prospecting Respect each other s client relationships and to not approach existing clients of the other partner without the consent of the primary vendor.
OFFER: TEAM INCUBATION Build a product or start a team We will train them for free/jointly fund training??
OFFER: PRODUCT DEVELOPMENT I have been following your articles/etc. and you look like a subject matter expert Have you ever considered building a software product around your expertise?
Initiation (fish-on) Engaging Q&A Introductory Call MOU / Demo Nurturing Active Project Maintain top of mind positioning Send articles Start provocative discussions Social Connect, Like, Follow, Retweet Endorse Comment on posts Jokes, Quotes and Simple things Happy BD, Long-time-no- see Rapport Answer Questsionaire to understand them better Highlight problems that lead to your value proposition Develop authority Trust Usefulness Opportunities (Solutions) Stated from a customer perspective How will you look in this dress Find common ground Tech Social cause Age University/Ed Work / Industries Geography People Reference Groups
QUALIFICATION DISCUSSIONS - Offshore - Onshore - Competence Demo - Need discovery - Cost - Schedule - Quality - Scope - Risks - How to get a developer to point to his decision maker?
NURTURING Content Solutions They should make a product Offers. E.g. Managed Service Platform (End clients) Supplementary Partnership (Consulting firms) Complimentary Partnership Frequency Don t contact DM s more than once a week if they are responding. If they aren t responding don t send them content more than once a month
WHY NOT? Don t want to do offshore Its too much risk We don t like how that works Bad past experiences Negative perception Insecure about his job We don t want to work with a consulting firm / recruitment agency Not now
REFERRAL CAMPAIGN (FROM LINKEDIN?) Get referrals from people we know Engage
TEMPLATES http://www.hubspot.com/sales/crm-ready-sales-email-templates
