Right now there are customers looking online for your products or services. Are they finding you? At Convertz, we use a variety of Internet advertising and web marketing techniques to help READY-TO-BUY customers find YOU.

We blend creative solutions with metrics-driven approaches to ensure maximum return on your advertising spend. By listening to your goals and understanding your challenges, we develop comprehensive online campaigns that:

•  Establishes credibility
• Establishes your Expert status
• Solidifies your brand in your  Market,
• And best of all drives Serious Ready-To-Act customers to your business.

You See, We drive buyers not browsers to your business looking for your products or services RIGHT NOW. This is exactly how professional lead generation techniques work. Our services can separate you from your competition and authoritatively establish you as the market leader in your service areas.

That’s the power of a comprehensive Internet Marketing Strategy. Benefits of our STRATEGIC Pay-Per-Lead Marketing System

1. First and foremost, it’s EASY! With almost no effort on your part, our team can suggest the best marketing platform and sector that your business applies to. Instead of the hassle and months of delays that are consistent with trying to build your own website, paying way too much for it, and then trying to figure out how to get people to it, we take care of all of that for you…at no cost to you.

2. Second, there is almost NO risk involved. We don’t believe in tying our partners down into long-term contracts…instead, we believe in continually proving that we can do what we say can do. So can we do it? Well, we’ve never lost a Pay-For-Performance partner that has signed up with us, so I guess the proof is in the pudding.

3. Third, you have complete control over your marketing budget. You decide how many customer leads you want each month and then we go out and get them. Our professional lead generation experts scout for potential customers that will improve your profit. Also, if you’re swamped with work and need the lead volume to slow down, that’s not a problem…just let us know. On the other hand, if you like what we’ve done and want more, we can bring more leads your way as well

4. Lastly, we provide the most cost-effective advertising solution for your business. You don’t have to spend your money advertising to people who might or might not want your services. With our leads, you know the people want your service because they have already contacted YOU directly.

But let’s look at the costs of OUR services, and compare them to other advertising sources…

Because our advertising services are performance-based, we often ask potential partners to break down the performance of their other advertisements.

The easiest way to determine this is to, first, calculate how much a new customer lead costs. So let’s assume you buy a 1 year ad in the Yellow pages for £12,500.

How many customer leads will that ad result in?

Let’s say you get 6 calls a week (being generous here), every week throughout the year. In this case, you would be paying £43.50 for every phone call. Or let’s say you took out a 1-week ad in the local newspaper for £3,000 and received 30 leads…in this case, you would have paid £100 for each lead.

Yellow Pages £12,500 6 Leads X 52 Weeks = £43.50 Per lead

Local Newspaper £3,000 30 Leads X 1 Week = £100.00 Per Lead

The leads we can generate your business by using Convertz is a fraction of these costs and our team are on hand to explain in full how this can work for you.

Lead nurture is crucial to Inbound Marketing and Sales. Here’s what you should be doing to effectively nurture leads through their purchase journey.

The Value Offered By Effective Lead Nurture

For most Inbound campaigns the prime goal is strong, relevant lead generation and conversion of those leads into customers. Sounds straightforward. But without effective nurture, those good-fit leads can quickly stagnate.

A solid lead nurture strategy works to progress prospects through the Buyer’s Journey, and helps them decide upon the best-fit solution for them. In an Inbound sales process, this means that nurture activity always works with the buyer, considers the length of the sales cycle, and nurtures at a pace that suits prospects uniquely, rather than pushing to close.

Why? Because modern buyers, especially those purchasing high-cost services, won’t be ready to purchase after one ebook download, and a sales demo. That process no longer works. Buyers today are well informed; they have the whole internet to assist their journey. This means the job of marketers and salespeople is no longer to regurgitate a pitch to push a product to leads, but provide added value – that can’t be found online – through lead nurture.

Marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. – Forrester

A good nurture strategy will keep your brand in the buyer’s mind as a trusted expert, for the entirety of their purchasing journey. A lead nurture process should map to the buyer’s unique problems, address questions, and work to add value by exploring key considerations that prospect will want to know before purchasing. Research conducted by Forrester has shown that marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. However, a study by Marketing Sherpa indicates that only 36% of marketers actively nurture their sales leads (2013 Email Marketing Benchmark Report).

Only 36% of marketers actively nurture their sales leads – Marketing Sherpa

A successful Inbound marketing strategy requires tactical nurture throughout the sales cycle. So how can marketers deliver better lead nurture approaches, and boost ROI?

5 Inbound Marketing Lead Nurturing Tactics To Boost ROI

1. Deliver the right content format at the right time

It is no good publishing irrelevant content that will not be of interest to your target persona. For content to resonate and support a nurture process, it must be based around buyer’s interests and pain points.

Timing is key in a nurture campaign. Each prospect will progress through their buying journey at a different rate. To keep them moving, you need to be able to identify the buying stage and challenges that each unique prospect is experiencing, and offer relevant content and advice to address that pain at the right time. For example:

To nurture prospects in the Awareness stage of the Buyer’s Journey, use content that addresses top level questions and concerns. Likely this will take the form of blog posts, eBooks, whitepapers and guides.

For prospects in the Consideration stage, who will be looking for more in depth information and detail, offer case studies, videos and guides.

When prospects reach the Decision stage, they will want specific information into why your solution is the best option for them. Free trials, demonstrations, and vendor comparisons are all good assets to nurture toward a final purchase decision.

From the consideration stage onward, it is important to note that interaction with sales teams should be occurring. Sales teams should be working to explore and advise on the prospect’s challenges, and establish a personal trusted link. To nurture effectively, their interactions; from social media, to emails and calls, must be helpful and add value. An intrusive or pushy approach will not work.

2. Make The Most Of Email Nurture

Automated email campaigns are a key part of nurture activity as they assist lead progression and save time. If you have an Inbound campaign running you should already be sending regular workflow emails to leads (e.g. the ‘thank you for downloading’, ‘would you like to arrange a consultation’ emails). However you might also choose to use automated RSS emails for additional nurture. For example, you may create an RSS email that sends to a persona-specific list of MQLs each time a new piece of content (on a relevant theme) is published to your blog. Delivering a steady stream of relevant, personalised information to the right prospects; this activity assists nurture by keeping you front of mind.

3. Align Marketing & Sales, and Prioritise Social Selling

Without a marketing automation platform in place, it can be easy for good prospects to slip the nurture net. However an intelligent closed-loop automation platform enables better alignment of sales and marketing teams. This ensures qualified leads are monitored and nurtured appropriately. It also enables sales staff to make the most of marketing’s historical lead data, and build better relationships with leads.

Social selling is a key part of sales’ nurture activity, and sees sales teams actively using social platforms to add value, share helpful content, and engage with prospects. A good social selling strategy will position sales staff as trusted advisors; again, nurturing through relevancy.

4. Follow Up In Good Time

According to HubSpot, the odds of a lead entering the sales process, or becoming qualified, are 21 times greater when contacted within five minutes versus 30 minutes after an inbound lead converts on your website.

Lead nurture begins as soon as an active good-fit lead appears; who is clearly considering their pain point and researching a solution. If the lead is a good fit for your business, this is an opportunity to make that initial contact, and begin the nurture journey. Several research studies have shown that the odds of converting a lead into a sales opportunity are exponentially higher when the lead is contacted immediately following a website conversion. So be sure to follow up in good time!

5. Implement a Lead Scoring System

A lead scoring system can be implemented in most marketing automation platforms and, when applied correctly, can be used to determine which leads are stuck in the funnel and require further nurture.

An Inbound Sales process always prioritises active, good-fit buyers over passive ones. Influenced by particular actions (such as site activity, or social engagement) a correctly applied lead scoring system will help to identify those priority prospects, and also indicate leads that need further nurture.

Nurturing Toward Effective Results

Including these tactics in an Inbound Marketing campaign will allow your marketing and sales teams to priorities leads more efficiently, build stronger relationships with good-fit prospects, reduce your sales cycle and conversion time and as a result, boost ROI.

Time and energy spent chasing different prizes and valuing different elements of the journey serve no purpose for either camp. And will almost certainly lead to lost opportunities, smaller pipelines and reduced revenue. All of which is likely to impact trust and encourage finger pointing.

If you’re lucky enough to work in an organisation where marketing and sales are on the same page, you’ll know first hand how beneficial it can be.

At Convertz our sales and marketing teams work hand-in-hand on the same projects, and this means instances of friction and misalignment are very few and far between. With everyone eying the same goals, we’re able to ensure we move forward with confidence and support across the board.

These five must-dos ensure we’re running as efficiently as possible. And they are very likely to help you ease any tensions that may exist in your organisation.

1: Sharing objectives

Perhaps the most fundamental imperative on the list, ensuring both teams are working towards the same objectives is the best way of encouraging operational alignment.

In reality this can involve a great many considerations; ranging from simply ensuring lead definitions are commonly held, to working on shared lists of priority prospects.

Regularly reviewing progress and performance in relation to the shared objectives is also key to help maximise returns. In these sessions it’s often best to leave your ego at the door – it is unlikely to help.

2: Setting priorities together

In a sales-led organisation marketers often complain of feeling like the poor relation, with directives and requests for activity being handed down from sales rather than agreed as part of an inclusive discussion. The victim mentality isn’t going to lead to meaningful change, though.

If you’re on the sales side, ensure you make the effort to include senior marketing colleagues from the off. But if you’re in marketing it’s important to make the case for inclusion, drawing on your ability to deal with the financial side of the processes as well as the campaign-side.

Apart from the obvious fact that multiple heads are better than one, strategies drawing on the knowledge of both sides are likely to be more fit for purpose when it comes to external execution and internal buy-in.

3: Meeting regularly

Ideally, you’d be co-located, meaning regular meetings are almost unavoidable. But even in scenarios where regular contact isn’t easy, it pays to have open two-way dialogues.

Discussions of all types have value: from five-minute daily stand-ups addressing immediate priorities, to weekly and monthly planning and review sessions. If both sales and marketing are able to understand the challenges the other is facing it means your chances of easing the load and moving forward positively dramatically increase.

Those old stereotypes tend to fall away too when you’re dealing with individuals rather than us-and-them silos.

4: Collaborating

Setting strategic priorities together is a great start, but to truly deliver as one team, it’s important colleagues from each department (and at all levels of the hierarchy) work together and share the benefits of their experiences.

This could involve marketing heads joining sales colleagues on client visits and prospect pitches, as well as sales colleagues contributing to the marketing initiatives likely to lead to their next meeting.

The best sales professionals possess in-depth understanding of the market and of specific prospects and customers. The smartest marketers recognise this as a massively valuable resource to draw on.

5: Celebrating success

If you’re able to put into place some of these initiatives, you should be celebrating smashing targets and recording meaningful growth. At that point it pays to celebrate.

Regardless of how it’s done, if marketing and sales are able to celebrate success together the bonds that brought the success about will be strengthened and likely to bear further fruit again in the future.

If handled correctly sales and marketing alignment becomes a virtuous circle. As soon as you’re able to highlight the successes brought about as a result of working in this way, the more people will believe in it, and the more willingly they will invest in the collaborative approaches that underpin it.