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How To Nurture Sales Leads So That You Actually Make The Sale

How To Nurture Sales Leads So That You Actually Make The Sale


Nurturing leads is a crucial step in the sales process. It’s how you keep potential customers engaged with your brand, without being too pushy or aggressive. The right lead nurturing strategy can help you build a relationship with prospects that actually turn into real sales. And it doesn’t have to be difficult—in fact, it’s often easier than sending out mass-market emails or cold calling. By following these steps and adapting them to your unique sales process, you’ll be able to nurture leads into loyal customers:

Take A Lead Nurturing Tool And Adapt It To Your Sales Process

When it comes to lead nurturing, you need to be able to adapt the process for your specific sales process. This means creating a plan for your team, and then making sure that everyone on the team knows what they are supposed to do in order to bring in new clients and close deals. It also means having an effective toolkit of tools at your disposal. For example, if you’re using HubSpot’s ‘Marketing Hub’ platform as a lead nurturing tool, there are several different ways that they can help you engage with potential customers:

  • Automated email sequences – These are automatically sent out based on certain triggers (like when someone visits your website). They can include anything from personalized emails about products or services offered by the company as well as special offers/discounts available only through such programs like MailChimp or Constant Contact.* Interactive forms – These allow visitors who have already signed up for information about what’s available through one of these services like MailChimp or Constant Contact.”

Know The Stage Of The Lead In The Buying Process, And Dont Sell Too Early

Understand the buyer’s stage in the buying process.

Selling too early is one of the most common mistakes that salespeople make. If you sell too early, your prospect will not have had time to build trust with you and they may feel like they have not been given adequate information about your product or service before making a decision. Selling too late means that even if they are interested in what you have to offer, they may not be willing to wait any longer because they don’t want their competitors getting ahead of them by purchasing from someone else.

You should also avoid selling when buyers are not ready for it—which could be either before or after making a purchase decision—and this can easily happen if you don’t take time during each interaction with your lead so that he or she feels comfortable enough with both his or her own needs as well as those of his/her organization (and its various stakeholders).

Dont Do All The Talking. Ask Questions…And Listen!

Asking questions is the best way to get to know someone. It’s how you learn about the things they care about, how they think, and what they need from you. Asking questions also allows a lead to open up and get comfortable with you so that when it comes time for them to make a decision, they’re more likely to pick your product or service.

When asking questions, keep in mind that there are different types of sales leads:

  • Prospects who need information (to find out if your product or service will work for them)
  • Prospects who need help solving problems (they aren’t sure what kind of solution would work best in their situation)
  • Opportunities (leads who have already started using your product/service—it could be old customers looking for upgrades or cross-sells, new clients looking into complementary products, etc.)

Be Consistent With Your Followups, But Give Them Time To Respond Too


You should have a schedule of followups that you adhere to, but it’s important not to be so persistent that you become annoying. You want your leads to look forward to hearing from you, not feel like they’re being stalked by an overzealous salesperson.

Keep in mind the lead’s time zone, and respect that some people work during the day while others work at night or on weekends. That said, if someone doesn’t respond within four days of your initial outreach email (or whatever timeframe works for your industry), send another friendly reminder asking if they’ve had a chance to review the materials that were sent previously and whether there is anything else we could do for them. Once again: Be polite! Be brief! Be helpful!

Build Personal Connections With Them…It Can Be As Simple As Saying “Hi!”

  • Be personal
  • Be friendly
  • Be genuine
  • Be real
  • Be yourself
  • Be polite and respectful
  • Empathize with their concerns, and show an authentic interest in them (don’t fake it) *(for example, you might say: “I know that finances are tight for most people these days”) *You can be empathetic without being condescending or pitying. And if there’s anything you can do to help them out of a jam, let them know about it.

Send Out Relevant Information That They Can Use In Their Business, For Free

  • Send them a free eBook
  • Send them a free PDF
  • Send them a free whitepaper
  • Send them a free checklist
  • Send them a free template.

Nurturing leads is a crucial step in the sales process.


Nurturing leads is a crucial step in the sales process. It’s not just a single step, it’s an important part of building relationships with potential customers. Nurturing leads can help you build rapport and establish trust, which are essential aspects of making any sale.

As you nurture your leads, you’re also giving them time to think about what they need from you, as well as time to get used to hearing from you. This gives them more opportunities to come up with questions or concerns that might prevent them from moving forward with their purchase decision.


In closing, it’s important to remember that nurturing sales leads is a crucial part of the sales process. It’s not enough to just send out emails and hope for the best. You need to do your research on each potential buyer, learn about their business goals and challenges, and then tailor your marketing strategy accordingly. This way you can make sure that every piece of content you send out has a purpose beyond just getting people interested in what you’re selling—it will also help them solve problems they might be facing right now!