Planning birthday parties was so fun when my daughter was young. Her birthday is in February, which limits many outdoor activities, but we could still skate, bowl, dance, paint, and many other great activities.
Even before we planned her party, we’d plan the goodie bag. What theme would it be? What exciting surprises would be inside? For the guests, birthday parties are about the special goodie bag. It says “Thanks for coming to my party and here’s something to remember me by.”
Customers like goodie bags too. Let’s say you have 100 prospects that you have spoken with over several months. They want to stay on your radar but do not want you to call them with the same message. They are basically asking for a little “nurturing love” from you. It’s your way of saying you will always be there for them. Inside sales, get your goodie bags out!
Let’s design a 3-month nurturing strategy. Spend time carefully selecting the most interesting, most popular, most newsworthy, and most intriguing goodies you plan on sending to fill your goodie bag.
Week 1: Send Cool Video Look for some super cool — and relevant — YouTube videos you can send them.
Week 2: Solution Deep Dive What does your solution actually do? Can you send a cool infographic instead of a data sheet?
Week 3: Industry Research/Surveys What does third-party research have to say about your industry, field, solution? Is growth predicted? If so, does it substantiate a need for your solution?
Week 5: Customer testimonials What have other customers said about your solution? Once they installed it, how did this impact their productivity?
Week 6: Press Releases What newsworthy item has just been released about your solution? How has the industry recognized your solution?
Week 7: Competitive Climate How do you rank when stacked against your competition?
Week 8: Webinars Which webinar drew the biggest crowd? Which continues to have high on-demand downloads?
Week 9: Roadshow/Executive Briefing Is there a breakfast or luncheon coming up where your prospect might network with other people in their field?
Week 11: Awards Have you been recognized by the industry for your solution? What awards have you won?
Week 12: ROI calculator Let’s put the numbers together and see why it makes sense to sign up.
Guess what happens after these 12 weeks? It’s all about inbound, baby!
The post What’s in Your (Nurturing) Goodie Bag? appeared first on TeleSmart Communications.