Today is day 7 of the 28 Days to Better Selling. Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a relationship with them, and through a series of value added contacts solidify the relationship. This relationship ultimately results in a deal if there is a match between what you offer and the prospect truly needs.
Your assignment today after listening to this podcast is to answer the following questions:
1) Do I have a structured process for follow-up over the life time of the relationship?
2) Is there anywhere in the process where I don’t have solid goals or book the next step?
3) Is there anything that is not client focused that needs to have more depth or be deleted?
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