In our previous blog postwe discussed the benefits of Lead Nurturing. In this article I will dive into 4 Lead Nurturing campaigns that you can try today. These 4 campaigns are allocated to specific stages in a customer’s lifecycle, from the welcome campaign to the customer retention campaign.
The Welcome Campaign
They say the first impression upon meeting someone is critical and this applies to marketing content as well. When someone fills out a form they usually are expecting something in return, more information on a product, email updates, or specific type of content. By converting these autoresponder emails into a lead nurturing campaign, the prospect will begin their journey through your sales cycle. Your initial autoresponder should inform the recipient of the conversion point, speak about the nurture campaign they are on, and confirm their subscription to your marketing material. After some time, start to supply them with high-level information regarding the information they signed up to receive. Keep your educational and interesting and always provide them with targeted content based upon the information they requested to receive.
Lead nurturing requires thoughtful communications, not the copying and pasting of generic sales emails in attempt to receive a reply back. When a lead nurturing program is functional, your prospects are receiving targeted content based upon their actual activities and interests, which ultimately provides them with what they want to see. If a prospect has visited a specific product page of yours for about 5-10 minutes, why shouldn’t an email automatically be sent to that prospect with further information and a notification go out to a sales rep?
26% of today’s marketers receive a 10% – 20% greater response from their lead nurturing campaigns than those who use standardized email campaigns. On top of that, more than a quarter of marketers receive a 20% – 30% greater increase in responses using automatic lead nurturing campaigns in comparison to marketers who do not use a nurturing campaign. (Demand Gen Report, 2015)
Once your Salesforce connector is enabled in Pardot, the existing Salesforce leads and contacts do NOT automatically sync to Pardot. You will need to export your existing leads and contacts from Salesforce into a .CSV file.
Upon importing Contacts and Leads, Pardot will sync the prospect record with the existing Salesforce lead or contact record. If Pardot and Salesforce values differ when a data sync occurs, the value of the field in Salesforce will overwrite the value of the field in Pardot, unless you set field sync to “Use Pardot Value” on the individual field.
Before you finish reading about how to set your Marketing Automation goals for the year, block out some time on your Calendar because it’s time to set goals. Really, you should block out time. Are you busy this weekend?
It happens all the time. You set time aside for your team to set goals for the week, month, year, etc. but when that time comes around, there’s always something that is a higher priority and the goals meeting gets pushed back. Although there’s nothing wrong with that, it means business is going great! It does becomes a problem when it’s mid February and you don’t have your yearly goals set.
Once your goal setting meeting begins, where do you start? Do you have a personal goal-setting model? Have you been using a proven model that the organization has been using for decades? Are you just “winging it?” (If it’s the last option, you should probably block out your whole next week).
One of the more popular, proven models that work for a wide range of companies is the SMART Goal Setting Framework Model. We’d like you to hear about this framework from our favorite Marketing Automation System, Pardot: Setting Marketing Automation Goals. If you would like to learn more about marketing automation, please visit our Salesforce Marketing Cloud page.
Not sure where to start when it comes to your Salesforce implementation? We have curated a list of the 5 most important steps to take before your Salesforce implementation.
Boost Implementation Support
Group projects are difficult when you’re doing it alone, get your organization on board with the implementation. Start at the top with the CEO, COO, etc. and work your way down. Once the top levels show enthusiasm and support, others will follow.
Acknowledge all Sectors in the Sales Cycle
The sales department is not the only division recognized in the Salesforce cycle. Make sure to identify all departments and know how to support them before and after the implementation.
Clean your Data before the Implementation
Cleansing your data prior to implementation will save you a lot of time and distress after the process is complete. Would your Sales team trust the system if the last two contacts they called were the wrong number? Just imagine if the first name is incorrect…
Implement the System in Phases
“You can’t build a great building on a weak foundation. You must have a solid foundation if you’re going to have a strong superstructure.” -Gordon B. Hinckley
Salesforce is not a pool you want to jump right into. With so many different capabilities to manage, it is easy for users to feel lost. Take on the implementation in phases so that you can build on a foundation and not get overwhelmed.
Get a Professional
Salesforce can do wonders for you, it just needs to be setup correctly. Ask for professional consultation from certified Salesforce partners who have been implementing the product for years. Implementing Salesforce should not be taken lightly, it needs to be done right.