here at buyingtime we know that once a relationship has been established with a prospect, the relationship needs to be nurtured. This is not just about calling a lead regularly in order to maintain contact, but is about actively working to help drive the sale forward.
Prospect nurturing can involve:
Networking within the target business in order to involve and engage other stakeholders.
Using our data detectives to dig deep within the organisation and uncover the "real" landscape that our client is selling into.
Crafting specific content – such as white papers or case studies – to engage the prospect further.
Organising and facilitating events that encourage debate around the subject that we are discussing with our sales prospects, in order to improve engagement rather than just maintain it.
If a prospect has a short-to-medium term requirement, our clients often take on that work themselves, developing and closing the business without any further involvement from our team.