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February 17, 2016
Marketing  |  4 min read

Free Campaign of the Month: Long Term Prospect Nurture

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Paul Sokol

Have you ever heard the old sales adage, "It takes six nos to get one yes"? I've heard this wisdom imparted with as many as eight 'no's, but the whole idea is that you have to ask for the sale multiple times before the prospect actually says yes. You have to work through those 'no's in order to get that much closer to the sale. The higher level lesson you can extract is that the magic is in the follow-up, whether you are specifically asking for an order or not. If you are persistent you have a greater chance of getting what you want, which is usually closing the deal. For example, my dad had to ask my mom to marry him at least four times before she actually took him seriously. True story. This is where the idea of nurturing is born. If a prospect isn't ready to buy right now, that doesn't mean they won't be ready sometime in the future. The winning business stays in front of this prospect in a respectful and helpful manner so that when he or she is ready, they'll have no doubt who can best serve their needs. The concept of nurturing is well known and you can find all sorts of resources about it, but the actual execution of nurture is a bit harder to pin down until you read the information available to you in this post. To help you stay in front of your warm prospects, I am thrilled to announce the September 2014 Free Campaign of the Month: Long Term Prospect Nurture

Long Term Prospect Nurture Model

While that model may look a bit imposing, it is actually really simple. Insert two educational online resources (like blog posts, or videos) and this campaign drips out the resources one month at a time. After the first resource is delivered, the prospect can choose to receive resources every other month to extend the duration of the campaign. At any time, the prospect can click on a link to say, "I'm ready!" which creates a follow-up task for someone to reach out individually.

Who can use it?

Any Infusionsoft customer can download a campaign from the Infusionsoft Marketplace. Since the long term nurture concept transcends industries, I'd say that every customer should use it. It does not matter if you are B2B or B2C because you will have prospects that are interested, but just not ready to buy at the moment.

Anything else I should know?

The first email of this campaign goes out one month after a prospect gets added. The expectation is that you'll be using this campaign after the main sales process concludes and the prospect still isn't yet ready to buy. This can happen manually when an employee puts a specific note on a contact or automatically when another campaign applies the "start nurture" tag.

Rome wasn't built in a day and neither was a good nurture campaign. This is a campaign you want to get into place ASAP because even if you launch it immediately after leaving your comment on this post, it will take a minimum of 30 days before prospects can potentially bubble up.

This campaign was designed to require only two online resources so it can be implemented very quickly. By following the campaign setup instructions, you can begin putting warm prospects into this campaign after only 10 minutes. There is also an email that invites the prospect to join you on social media. If you don't use social, you can simply remove those emails from your version of this campaign.

The Prospect Long Term Nurture is a textbook example of "Set it, and forget it"!

How do I get it?

Check out the Marketplace listing and download it to your Infusionsoft account.

That’s it for this month, but please let me know what you think in the comments below and keep your eyes peeled for next month's campaign that will help you add more prospects into your sales funnel with ease!

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