Lead Nurturing: How To Quickly Convert Leads Into Customers

What is lead nurturing?

A lead is someone who has shown interest in your products or services but hasn’t made a purchase yet. Lead nurturing is the process of guiding the lead toward becoming a customer. This is done by providing valuable content, such as newsletters, tips, webinars, and videos. It’s how you build rapport and earn trust.

Why is lead nurturing important?

Can’t you just call your leads directly with an irresistible offer?

Sure, you can. But 70% of leads aren’t ready to buy after the first contact. There’s a good chance your call will go unanswered, or worse, you’ll lose the lead because they feel you’re pushing too hard.

That’s why it’s important to gradually build a relationship and “warm up” your leads. The more often they see you across different channels, the more likely they are to make a purchase. In marketing, it’s commonly believed that most people need to encounter a company at least 7 times before they decide to buy.

Best strategy to quickly turn your leads into customers

So, what’s the best lead nurturing strategy to convert your leads into customers quickly—without spamming them?

The key is gradually providing personalized, valuable, and relevant information. Not all leads are at the same stage of the customer journey. One person may have just discovered you, while another has been following you for a while and may only need a final push.

That’s why a good lead nurturing strategy starts with the following step:

1. Segment your leads before you start lead nurturing

Before diving into lead nurturing, it’s important to segment your leads into different groups. As we mentioned, not all leads are the same. Some are just beginning their journey, while others are further along.

Additionally, you may be using different lead magnets to attract leads. For example, a copywriter teaching people to blog might offer a free mini-course for beginners and a separate one for advanced learners. These two groups need different types of information.

Segmenting your leads is easy and can be done automatically with a CRM tool integrated with Email Marketing. FlowQi CRM allows you to do exactly that.

There are several ways to automatically segment your leads:

• With behavior on your website (for example, clicking on a page for beginners or advanced users)
• With downloads of free content, such as an e-book specifically aimed at beginners or advanced users
• With open rates and click behavior in emails

2. Build a relationship using valuable content

Next, you start creating content, because marketing without content is like fishing without bait. With valuable content, you attract your leads to you (this is called inbound marketing) and show them what your company stands for.

Good content gives your target audience a reason to stick around longer. It could be an informative blog post, an inspiring social media post, or a comprehensive guide. It demonstrates that you offer value and that you know your stuff.

3. Invest in SEO

So, how do you spread that content?

You share it on social media—LinkedIn, YouTube, Instagram, Facebook. But do all your leads follow you on these channels? Probably not.

Moreover, reach is much lower these days, meaning not everyone will see your posts. There’s simply more content now than ever before, and algorithms change frequently, causing your posts to get buried in the feed quickly without yielding many results.

You could pay to promote your content on social media, but there’s a better alternative. By investing in SEO-optimized blog posts, you can get your content noticed organically.

Blog posts also have a much longer lifespan than social media posts. While an Instagram or Facebook post often disappears from the feed within a few days, well-written blog posts remain discoverable via search engines for years.

4. Use the power of email marketing

One downside of social media is that the platform doesn’t belong to you. You have no control over it, and it could disappear at any time (like TikTok did on January 18, 2025).

It’s better to invest in your own managed platform, such as your website and email marketing tool. By offering a lead magnet on your website, you collect your leads. By then, they’re already somewhat “warm” because they’ve engaged with your content.

By keeping in touch with them through email, your leads will see your content more often than if they just happened to follow you on social media. Socials can still add value, of course! You can use them to drive traffic to your lead magnet, and it increases the chances of people seeing you more often.

• Send a series of welcome emails to your new leads
• Offer exclusive tips, e-books, webinars, or how-to articles tailored to their interests
• Share case studies or success stories to build trust

5. Employ monthly webinars to persuade your leads

Webinars are an incredibly effective tool in your lead nurturing strategy. Why? Because they offer a unique opportunity to engage directly with your leads, answer their questions, and showcase your expertise.

People don’t just buy from anyone—they buy from someone they trust. During a webinar, you can share the latest, most relevant information, positioning yourself as an expert in your field. This boosts your credibility and shows that you’re always up-to-date.

6. Call your leads

A sales call is the most traditional form of lead nurturing. It’s especially effective when your lead is already “warm,” like after a webinar (if they haven’t purchased anything yet). You get immediate insight into what’s on their mind, helping you discover their needs and how to best respond.

• A solid CRM system makes lead nurturing a breeze. It tracks all the information about your leads, so you know exactly where they are in their customer journey. With task management, project management, and tools for sales and email marketing, you can stay organized and contact your leads on time, without missing anything

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