What Are Good Lead Nurturing Tactics?

What Are Good Lead Nurturing Tactics?

What are good lead nurturing tactics to create sales ready leads

What Are Good Lead Nurturing Tactics?

What are good lead nurturing tactics to turn early stage leads into leads that are ready to talk to your sales team?

dsEvery business at some point encounters the same challenge: a qualified lead appears to be an almost ideal customer. And your sales team is certain that your product or service is the perfect tool to help this prospect achieve their own goals.  Despite the obvious synergies, however, the prospective customer still isn’t quite prepared to pull the trigger. But a good lead nurturing strategy not only turns prospects into customers, it also helps generate higher quality leads, reinforces the idea of your business as an authority in the marketplace, and typically leads to larger order volume and a more consistent demand for your product or service.

What Are the Benefits of Good Lead Nurturing Tactics and a Solid Lead Nurturing Plan?

Companies with successful lead generation programs generate more sales-ready leads at lower cost. Lead nurturing helps move potential customers through the buying journey, building trust, addressing concerns, and providing the information they need. By nurturing leads, you increase the likelihood of conversion and achieve higher conversion rates. By nurturing leads and converting them into customers, you can build long-term relationships. Satisfied customers are more likely to become repeat customers, make additional purchases, and refer your business to others, thereby increasing customer lifetime value.

Examples of Some Good Lead Nurturing Tactics

Good lead nurturing tactics are strategies used to engage and build relationships with potential customers (leads) throughout their buying journey. These tactics aim to provide value, establish trust, and move leads closer to making a purchase. Here are some effective and good lead nurturing tactics:

Personalized Email Campaigns: Send targeted and personalized emails based on the lead’s interests, preferences, and stage in the buying cycle. Provide valuable content, such as informative articles, guides, case studies, or exclusive offers.

Content Marketing: Create and share relevant, educational, and engaging content, such as blog posts, videos, webinars, or eBooks. Tailor the content to address the pain points and interests of your leads and position your business as a helpful resource.

Drip Campaigns: Develop a series of automated, sequential emails that are sent at predetermined intervals. These campaigns can be designed to educate, inform, and guide leads through the buying process, delivering content based on their interests and actions.

Social Media Engagement: Actively engage with leads on social media platforms where they are present. Respond to their comments, questions, and messages, and share valuable content that aligns with their interests. Use social media to foster conversations and establish a connection.

Webinars and Events: Host webinars, online workshops, or live events to provide in-depth information, address specific pain points, and showcase your expertise. Encourage interaction, allow for questions and discussions, and follow up with attendees afterward.

Personalized Website Experiences: Utilize website personalization techniques to deliver tailored content and offers to individual leads. Use their previous interactions, preferences, or demographic data to customize their browsing experience and show relevant information.

Lead Scoring and Segmentation: Implement lead scoring systems to identify and prioritize leads based on their level of engagement and likelihood to convert. Segment your leads into distinct groups based on their interests, demographics, or behaviors, and deliver targeted content accordingly.

Retargeting Ads: Use targeted ads to reach leads who have visited your website or shown interest in your products or services. Tailor the ad messaging to reinforce their previous interactions and encourage them to take the next step.

Personalized Follow-ups: Reach out to leads with personalized follow-up communications, such as phone calls, direct messages, or personalized video messages. Show genuine interest, address their specific needs, and provide further assistance or information.

Customer Success Stories and Testimonials: Share success stories and testimonials from satisfied customers to demonstrate the value and credibility of your offerings. This can help build trust and provide social proof to nurture leads.

Remember, effective and good lead nurturing tactics require understanding your audience, providing valuable content, and maintaining consistent and personalized communication. By implementing these tactics, you can cultivate relationships with your leads and increase the chances of conversion.


Content for Email Nurturing

Content for Email Nurturing

content for email nurturing comes in all types

Content for Email Nurturing  

When it comes to B2B demand generation, creating valuable and relevant content is essential for attracting and engaging potential business customers. What type of content for email nurturing works best?

One way to ensure that you are creating and sharing high quality content is to think of your company as an educator; once your prospective customer or client learns all about your products or services, it should be apparent that what you offer in the marketplace is the logical choice. This means understanding that prospective leads all learn in different ways. Some prefer written content, while others respond better to visual content or even interactive experiences that allow them a shared experience. That means that the best demand generation approach offers a steady stream of informative content in many different genres and across many different platforms.

Here are some types of content for email nurturing that tend to perform well in B2B demand generation:

Whitepapers and Ebooks: In-depth and research-driven documents that provide valuable insights, industry trends, or practical solutions to address specific challenges faced by businesses in your target market.

Case Studies: Detailed success stories that highlight how your product or service has helped a particular client achieve their goals or solve a problem. Case studies demonstrate your expertise and build trust with potential customers.

Webinars and Online Events: Interactive online presentations or panel discussions that offer educational or thought leadership content. Webinars provide an opportunity to engage with prospects, address their questions, and showcase your industry knowledge.

Infographics: Visually appealing graphics that simplify complex information, statistics, or processes. Infographics are highly shareable and can be used to communicate key messages effectively.

Video Content: Engaging videos, such as product demos, explainer videos, customer testimonials, or interviews with industry experts. Video content is highly consumable and can effectively showcase your offerings. While there is a place for “talking head” type videos, where for example a senior executive explains the advantages of your product or service, people tend to respond and re-visit content that offers a chance to see a product in action, or content that takes them into the field to see a product at work. A good demand generation approach would be to consider using many different kinds of videos.   This article has some great examples of some of your options – Six Important Videos for Lead Nurturing and Demand Generation

Blog Posts and Articles: Informative and educational articles that address common pain points or provide valuable insights into industry trends, best practices, or tips. Blog posts help establish your brand as a thought leader and attract organic traffic to your website. This content, once created, can be set up in a digital library and provide a series of automated posts to your website. Regular and scheduled updates help your website perform better within search indexes, and when combined with a thorough SEO strategy, mean that your product or service will be among the first introduced to a prospect who finds your company via web search.

Interactive Content: Content that requires active participation from the user, such as quizzes, assessments, calculators, or interactive tools. Interactive content encourages engagement and provides personalized experiences for prospects.

Podcasts: Audio content featuring industry experts, discussions, or interviews. Podcasts are convenient for busy professionals and can help establish your brand’s authority in the industry.

Templates and Checklists: Practical resources that offer step-by-step guidance or frameworks to address specific business challenges. Templates and checklists provide value to prospects while positioning your brand as a helpful resource.

Remember, regardless of the content format, it’s crucial to focus on providing value, understanding your customer’s needs, addressing their pain points, and demonstrating expertise to generate demand in the B2B space. Tailor your content to your target audience’s needs and preferences and optimize it for search engines to maximize its visibility.


Steps Targeted Marketing Strategy

Steps Targeted Marketing Strategy

Steps in a targeting marketing strategy

Steps in a Targeted Marketing Strategy

In this article we provide a succinct outline of the required steps in a targeted marketing strategy

Creating a targeted marketing strategy involves a systematic approach to identify and reach your ideal customers effectively. The more data you have about your target market, the better you can tailor your marketing messages and campaigns to them. Your marketing messages within your target market strategy should be consistent across all channels, creating a unified brand experience for your target market. Sales and marketing should also be aligned and on the same page sharing the same messages.

Here are the key steps in a targeted marketing strategy:

Step 1 – Define your target audience: Start by clearly defining your target market and creating buyer personas that represent your ideal customers. Consider demographics, psychographics, behaviors, and preferences of your target audience. This helps you understand their needs, motivations, and challenges. We discussed this in great detail in the article “What is a B2B Target Market”.

Step 2 – Conduct market research: Gather market intelligence and insights through market research. This includes analyzing industry trends, competitor analysis, customer surveys, and data from existing customers. Identify gaps, opportunities, and areas where your product or service can provide unique value to your target audience.

Step 3 – Set specific marketing goals: Define clear and measurable marketing goals that align with your overall business objectives. These goals should be specific, achievable, and time-bound. For example, increasing brand awareness, generating leads, driving website traffic, or improving customer retention.

Step 4 – Develop your value proposition: Craft a compelling value proposition that differentiates your offering from competitors and addresses the needs and pain points of your target audience. Clearly articulate the unique value, benefits, and solutions your product or service provides. Your value proposition should resonate with your target audience and communicate why they should choose your brand.

Step 5 – Choose targeted marketing channels: Identify the most effective marketing channels to reach your target audience. Consider both online and offline channels, such as digital advertising, social media, content marketing, search engine optimization (SEO), email marketing, events, industry publications, and partnerships. Select channels that align with your audience’s preferences and behaviors.

Step 5 – Tailor your messaging and content: Develop targeted messaging that speaks directly to your audience’s needs, challenges, and aspirations. Craft compelling content, including blog posts, videos, case studies, white papers, and social media posts, that educates, engages, and provides value to your target audience. Personalize your messaging to resonate with different buyer personas and stages of the buyer’s journey.  Video can be a very powerful way to target buyers deeper in the funnel.  To learn how to leverage video at different stages of the funnel read “Six Important Videos for Lead Nurturing and Demand Generation”.

Step 6 – Implement lead generation and lead nurturing marketing campaigns: Plan and execute marketing campaigns based on your target audience, goals, and selected marketing channels. Set a budget, create a content calendar, and define key performance indicators (KPIs) to measure the success of your campaigns. Continuously monitor and optimize your campaigns based on data and insights.

The Difference Between Lead Nurturing and Lead Generation

(Watch Now – 4 Minutes)

The different uses of lead generation vs. demand generation campaings

Step 7 – Measure and analyze results: Use analytics tools and metrics to measure the performance of your marketing efforts. Track key metrics such as website traffic, conversion rates, engagement levels, lead generation, and customer acquisition. Analyze the data to gain insights, identify areas of improvement, and make data-driven decisions to optimize your marketing strategy.

Step 8 – Continuously refine and adapt: A targeted marketing strategy is an ongoing process. Regularly review and refine your strategy based on market dynamics, customer feedback, and performance results. Stay updated with industry trends and changes to adapt your strategy accordingly.

Step 9 – Monitor competition: Keep a close eye on your competitors to understand their strategies, positioning, and messaging. Identify opportunities to differentiate yourself and refine your marketing approach based on competitive insights.

By following these steps and continuously refining your strategy based on feedback and results, you can create a targeted marketing strategy that effectively reaches and engages your ideal customers, driving business growth and success.

About Digital Demand Center

Targeted marketing campaigns are one of several integrated turnkey services offered for one affordable price with Digital Demand Center.  To learn more about our services and our approach to fill your funnel with a sustained flow of sale ready leads please check out some of the additional content on our website below. 


What is a B2B Target Market?

What is a B2B Target Market?

What is a target marketing and why is it important to fill you sales funnel

What is a B2B Target Market?

This article defines and then explains importance of creating a B2B Target Market important to fill your sales funnel with well educated buyers

 In past articles we have discussed the overall best practices to build buyer awareness through an overall marketing strategy, we can move forward and start to think about how identifying leads that are more likely to turn into customers will allows us to create a target market that will help maximize marketing budgets.

Target markets are helpful because the drive businesses and sales teams to think in a holistic way about who their customers are, and who they to drive into their sales funnel. Successful marketing in any field requires an understanding of the customer, their wants and desires but also their goals. In short, building your business requires identifying and serving a target market.

Simply, a target market refers to a specific group of potential customers or consumers that a business or organization aims to serve with its products, services, or offerings. They are the people or businesses most likely to purchase your product or service. You can begin to identify your target market by using broad categories, like soccer moms or millennials, but you’ll be more likely to find sustained success in your efforts by being specific.

Your target market should be developed based on data, measurable statistics that you likely already have on hand. A target market doesn’t mean that you do not wish to sell to a broad customer base; rather it helps you identify the customers who are most likely to respond to your marketing efforts and tells you how the most efficient allocation of your marketing efforts is likely to show measurable results. You can sell to everyone, but you can’t target everyone.

A target market is a defined segment of the overall market that shares similar characteristics, needs, preferences, and behaviors. The values of the target should reflect the values of the business. A superluxury automaker, for example, does not advertise on AM radio, or using direct mail.


How to Build a Target Market

The process of identifying a target market involves conducting market research and analysis to understand the demographics, psychographics, and other relevant factors that define the ideal customer profile. Some key factors to consider when defining a target market include:

Demographics: This includes characteristics such as age, gender, income level, education level, occupation, geographic location, title and job function. These factors help in understanding the basic profile of the target audience.

Psychographics: This refers to the attitudes, interests, values, lifestyles, and behaviors of the target audience. Understanding psychographics helps to identify the motivations, preferences, and purchasing patterns of potential customers.

Needs and pain points: Analyzing the specific needs, challenges, and pain points of the target market is essential. This enables businesses to tailor their offerings and marketing messages to address those needs effectively.

Buying behavior: Studying the target market’s buying behavior, such as their decision-making process, preferred channels of communication, and sources of information, helps in devising effective marketing and sales strategies.

Competitive landscape: Assessing the competition within the target market is crucial. Understanding the existing alternatives and competitive advantages helps businesses position their offerings effectively and differentiate themselves from competitors. A customer feedback survey can help you to understand what other products your customers are considering, and why they chose your product over the others. This information can be used to improve your product and marketing efforts.


Additional Questions to Ask Your Target Market to Define Their Needs

Here are some additional questions you can ask to get more information about your customers’ decision-making process:

  • What were the most important factors in your decision to purchase our product?
  • What features or benefits of our product were most appealing to you?
  • What did you like least about our product?
  • What would you change about our product?
  • Would you recommend our product to others?

Once a target market is defined, businesses can develop tailored marketing strategies, create relevant messaging, design appropriate products or services, and select the most suitable distribution channels to reach and engage their intended audience. By focusing their efforts on a specific target market, businesses can optimize their resources and increase their chances of success by delivering offerings that align with the needs and preferences of their ideal customers.

What are B2B Demand Generation Best Practices?

What are B2B Demand Generation Best Practices?

What are B2B Demand Generation Best Practices?

A strong B2B demand generation program encompasses a range of practices that can help businesses effectively attract and engage potential customers.  So what are B2B Demand Generation Best Practices?

A robust demand generation program focuses on increasing brand visibility and recognition within the target market. By consistently delivering relevant and valuable content, businesses can raise awareness of their brand, products, or services, establish their authority in the marketplace, and generate interest among potential customers.

B2B Demand Generation Best Practices to Consider

One – Clearly define your target audience: Develop detailed buyer personas and clearly identify the characteristics, pain points, and needs of your ideal customers. This understanding will enable you to tailor your demand generation efforts to resonate with your target audience effectively.

Two – Align marketing and sales teams: Foster collaboration and alignment between marketing and sales teams. Establish clear communication channels and shared goals to ensure both teams work together towards generating and converting leads.

Three – Develop a compelling value proposition: Clearly articulate the unique value and benefits your products or services offer to potential customers. Your value proposition should address the specific pain points and challenges faced by your target audience, highlighting how your offerings provide solutions and deliver measurable results.

Four – Create targeted and personalized content: Develop high-quality content that speaks directly to your target audience. Tailor your content to address their pain points, answer their questions, and provide valuable insights. Personalize your messaging and offer content in various formats (such as blogs, videos, white papers, and webinars) to cater to different preferences.

Five – Optimize your website for lead generation and pre-sales education: Ensure your website is user-friendly, visually appealing, and optimized for lead capture. Use clear calls-to-action (CTAs) on strategic pages, offer valuable gated content, and implement lead capture forms that are easy to fill out. Optimize your website for search engines to increase organic visibility and attract relevant traffic. But don’t do any of this at the expense of making it easy for the buyer to understand what problems you solve and how you solve them.  Make it easy for the buyer that wants to consider your solution to understand what you do.  Videos are a great way to do this.

How Digital Demand Center Can Fill Your Sales Funnel

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How DDC helps with demand generation

Six – Leverage social media platforms: Utilize social media channels where your target audience is active. Share relevant content, engage in industry discussions, and build relationships with potential customers. Leverage social media advertising to target specific audiences and amplify your reach.

Seven – Implement marketing automation: Utilize marketing automation tools to streamline and automate your demand generation efforts. Automate email campaigns, lead nurturing workflows, and personalized communications based on lead behavior and engagement. This helps to scale your efforts, maintain consistent communication, and deliver relevant content to leads at different stages of the buyer’s journey.

Eight – Score you leads:  Marketing automation allows you to educate buyers and stay top of mind.  But how do you know when a buyer is ready to buy – Lead Scoring.  If you are not using lead scoring as part of your marketing automation you are losing 80% of its value.  To learn more about lead scoring watch the video below and read B2B Lead Scoring for More Effective B2B Demand Generation.

How Lead Scoring Works

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How lead scoring works

Nine – Measure and analyze performance: Continuously track and measure the performance of your demand generation initiatives. Monitor key metrics such as website traffic, conversions, email open rates, click-through rates, and lead-to-customer conversion rates. Use analytics tools to gain insights and optimize your strategies based on data-driven decisions.


Nurture leads effectively: Develop a lead nurturing strategy that includes personalized and timely communication with leads. Provide relevant content, address their specific needs, and guide them through the buying process. Use marketing automation tools to deliver targeted messages and offers based on lead behavior and preferences.


Ten – Test and iterate: Continuously test different approaches, messaging, and channels to refine your demand generation strategies. A/B test your campaigns, landing pages, and CTAs to optimize performance. Gather feedback from your audience and learn from your results to improve your overall approach.

By implementing these best practices, businesses can enhance their B2B demand generation efforts, attract qualified leads, and drive conversion, ultimately contributing to business growth and success.


What is Demand Gen for B2B Sales

What is Demand Gen for B2B Sales

What is Demand Gen for B2B Sales?

This article will explain B2B demand generation and discuss several of the critical steps in required to implement a marketing process to execute successful demand gen for B2B sales.

B2B demand generation refers to the strategies and tactics employed by businesses to create brand or product awareness, generate interest, and cultivate demand for their products or services among other businesses or organizations. Simply, demand generation is a series of proactive strategies to accelerate business growth.

The goal of B2B demand generation is to attract and engage potential customers by utilizing multiple marketing channels, driving leads to take actions that move them along the sales funnel and eventually convert them into customers.

What is B2B Demand Generation?

(watch time – 90 seconds)

Key Aspects of B2B Demand Generation

Here are some key aspects of B2B demand generation:

Targeted audience identification: Clearly define your target market and identify the specific businesses or organizations that are most likely to benefit from your offerings. This helps in tailoring your demand generation efforts towards reaching the right audience.

Content marketing: Develop and distribute high-quality content that educates, informs, and adds value to your target audience. This can include blog posts, white papers, case studies, videos, infographics, and webinars. The content should address the pain points and challenges faced by your target audience and showcase how your products or services can provide solutions.

SEO and online visibility: Optimize your website and content for search engines to improve your organic visibility and attract potential customers who are actively searching for relevant information. Conduct keyword research, optimize on-page elements, and build quality backlinks to improve your search engine rankings.

Paid advertising: Utilize paid advertising channels such as search engine advertising (e.g., Google Ads), social media advertising, or display advertising to increase your brand’s visibility and reach. Target your ads based on relevant keywords, demographics, job titles, or specific industries to ensure you reach your desired audience effectively.

Account-based marketing (ABM): Implement ABM strategies that focus on targeting specific key accounts or high-value prospects. ABM involves personalized outreach and marketing efforts tailored to the needs and preferences of individual target accounts, helping to build relationships and drive demand.

Email marketing: Build and nurture an email subscriber list of potential customers and regularly send targeted email campaigns. Segment your email list based on various criteria such as industry, job role, or level of engagement to provide personalized content and offers that resonate with each segment.

Social media engagement: Leverage social media platforms such as LinkedIn, Twitter, or industry-specific communities to engage with your target audience, share relevant content, participate in discussions, and build relationships. Use social listening tools to monitor conversations and identify opportunities to engage with potential customers.

Webinars and events: Host webinars, virtual events, or participate in industry conferences to showcase your expertise and provide valuable insights to your target audience. These platforms allow you to engage directly with potential customers, answer their questions, and build credibility.

Lead capture and nurturing: Implement lead capture mechanisms on your website, such as forms or gated content, to collect contact information from potential customers. Once you have captured leads, employ lead nurturing strategies to build relationships, provide relevant content, and guide them through the buying process.

How Digital Demand Center Automates Lead Nurturing

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How content marketing and lead nurturing works

Analytics and optimization: Continuously track and measure the performance of your demand generation efforts. Use analytics tools to monitor key metrics such as website traffic, conversions, email open rates, click-through rates, and engagement levels. Analyze the data to identify areas of improvement and optimize your strategies accordingly.

A comprehensive B2B demand generation strategy allows your business to effectively attract, engage, and convert potential customers, driving business growth and success.