One of the biggest challenges after getting a new sales lead is building and maintaining a relationship with new clients. In order to “nurture” or develop new leads, various aspects should be acted upon. Understanding and exploring your client’s expectations is vital to offering a valuable finished product. Beyond just a sale, connect with your clients through various channels, educate them on the industry, and then convert them to long-term customers. Many small-to-medium-sized businesses effectively gain new leads, but fail to invest proper resources to maintain the customer relationship long-term.

Sam Miller, ECi Software Solutions’ Chief Revenue Officer, explains the key steps to nurturing sales leads:

  1. Kick start the relationships
  2. Establish early credibility
  3. Qualify your leads
  4. Set it and forget it
  5. Zero in on your targets

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