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How To Use Data Sources For Lead Nurturing?

June 9, 2017
11:38 AM

In today’s customer-driven marketplace, it is very important to adopt the role of an engaged seller in order to build active customer relationships, anticipate consumer needs, provide solutions to their requirements, and increase sale prospects.

B2B lead nurturing enables you to develop your relationship with your leads at each stage of the sales funnel. By establishing and nurturing buyer relationships, you can educate, inform, and build trust with your leads and make them sales-ready. But to do that you need to integrate data into your B2B lead nurturing campaigns. While accurate data is the backbone of an effective B2B lead nurturing strategy, data sources equip you with the same.

This article tells you how to use data sources for lead nurturing.

Enabling consumer segmentation

The process of collecting data through effective lead generation methods plays an integral role in B2B lead nurturing. Your lead nurturing strategy will be as good as the quality of your leads. Having trusted data sources and lead generation methods is not just essential, they are indispensable for lead nurturing.

Once you gather your customer data from your reliable data sources and various Lead Generation Methods, you need to segment the data to categorize your prospects. Segmentation of your prospects will enable your team to have an edge in their lead nurturing objectives.

Your data sources and lead generation methods are the foundations of providing your Lead Nurturing team the advantage of segmented data.

Ensuring effective communication

Contacting leads is one thing and converting them into buyers is another thing altogether. In order to connect with your audience, you must be able to interact with them effectively.

This is only possible when you have comprehensive knowledge about your prospects. It will help you to plan how to approach them and draw their interest. In other words, you will have to depend on your data sources and your lead generation methods to provide you with the information needed to nurture your leads.

The customer data collected through your lead generation methods will enable you to focus on your prospects and tailor your communication so as to build trust and establish a strong relationship.

Knowing when to engage

Dependable consumer data is a prerequisite of a successful B2B lead nurturing strategy. In order to adapt to your buyers’ behaviors and desires, it is essential to know when, how, and where to interact with your leads.

This will lend your team the competitive edge needed to fulfill their lead nurturing goals. By exploring and analyzing the behavioral data drawn from your data sources, your team can discover the best possible time to approach the prospect through various means, such as carrying out outreach calls or sending targeted emails.

You can boost up the possibilities of converting your leads into deals by responding to your leads in a timely fashion.

Matching buying intent to solutions

For any lead nurturing strategy to be fruitful, it is essential for your team to match the consumer’s buying intentions to your products or services. Predicting the buying intent of your consumers can be a challenge, especially if you depend only on direct consumer interaction for the purpose.

You need to have a lead management process in order and make efforts to monitor the online communities where your consumers express their opinions about your products or services. When you start to figure out the intent, you can create follow-up tasks through your lead management process and nurture the leads. But in order to understand your consumer intent and have a well-defined lead management process, the first requirement is consumer data.

By exploring your data sources you can attempt to reach out to all your prospective buyers and try to understand and respond to their intent.

Consumer segmentation, communication, timing, and intent are all crucial factors that can have a big impact on your B2B lead nurturing strategies. With the help of reliable data sources, you can gather accurate data that can leverage these factors and direct your lead nurturing campaigns towards success.