Keep Your B2B Company Top of Mind
Until Your Prospect is Ready to Buy
Most of your B2B prospects aren’t ready to buy today
but what happens while they wait determines who wins their business.
Sound familiar, B2B Sellers?
You’ve made contact with a company that’s a perfect fit for your solution,
but they’re not ready to make a move just yet.
Realistically, they may not be for months, or years, because their current supplier hasn’t dropped the ball yet (or a dozen other reasons).
These prospects often go dark until something triggers the start of a buying cycle on their end.
The problem is that most B2B sellers go dark during this period too, focusing on more immediate deals.
They miss out on a great opportunity to stay on that prospect’s radar until that “triggering event” occurs
and they start looking for a solution like the one you sell.
Many B2B sellers accept this waiting period as part of the process — but it’s in this waiting time that the real opportunity lies.
Stay on Your Prospect’s Radar Until They’re Ready to Buy
Don’t look at that quiet period as downtime – it’s your biggest opportunity to win long-term.
When you consistently provide valuable content that educates, informs, and engages your prospects, they’ll remember your company when they ultimately need your solution.
What we do:
- Engage your prospects with targeted content – regular LinkedIn posts, educational videos, newsletters, and more.
- Build trust by positioning your company as an expert in your industry.
- Guide prospects through their research phase, so when they’re ready to buy, your solution is top of mind.
We’ll help you create a long-term strategy that keeps you visible and relevant, ensuring that when the decision-makers are ready to launch a sales cycle, you’re the first company they call.
How it Works
- Initial Strategy Call
Let’s discuss your business, your prospects, and your goals.
- Custom Nurture Plan
We’ll create a tailored content strategy designed to engage your prospects until they’re ready to start their sales cycle.
- Ongoing Execution
From daily LinkedIn posts to educational resources, we’ll keep your company in front of your prospects, so you’re always top of mind.
You know how it goes in the B2B sales world, when your sales people close a few nice deals.
Often that means they’ll have to spend more time on account management.
Prospecting & relationship building suffer because – there’s only so much time in a day.
Months later, maybe one of those new accounts goes away because – sometimes they do.
And that’s not good because the leads you collected at that trade show last year haven’t been contacted since, or your company’s brand hasn’t been put out there in front of the market consistently – for a while.
That’s where we come in; BlueBar Digital’s lead nurturing services are designed to help keep your company on the top of your prospect’s radar until that triggering event* occurs.
Ready to Stay Top of Mind?
Don’t let your competitors win the waiting game. Schedule a free strategy call today and start turning quiet prospects into long-term customers.
Stay On Your Prospect’s Radar
Until They’re Ready to Engage
Frequently Asked Questions
What Is Lead Nurturing?
Basically it boils down to building and nurturing a relationship with the people at the companies who could turn into customers one day.
Most B2B deals don’t happen right away, often we have to wait for that “triggering event”
- The contract with the current vendor comes up for renewal.
- The current vendor massively screws something up.
- Or maybe they’re looking for something fresh from a new vendor, like a feature that the current vendor’s solution doesn’t offer or they desire more flexibility in how you do business together.
Whatever may motivate that prospect to consider a new vendor – it won’t matter to you if that prospect isn’t familiar with you.
But just being familiar with your company puts you in the same boat as all the other companies competing for that business – you need an edge, an edge that a relationship could offer.
Lead Nurturing is about positioning your company as a trusted advisor. (I know, “trusted advisor” is a label older than dirt but it actually applies here).
Once a connection is established, via a LinkedIn connection, a brief meeting at a trade conference, a cold call, response to a lead magnet – whatever – you’re on their radar.
The trick is to stay on their radar until they need you.
And the way to stay on that radar is to show them that you’re trying to help them do their jobs better, you’re trying to help them succeed, you have their betterment at heart.
You do this by educating them about your industry.
Procurement, project management, executives, budget owners – all the folks involved in making the decision for a company like yours could all stand to learn more about your industry and solution,
Am I right?
And by having more industry knowledge, they’ll be much better equipped to invite an awesome company like yours to participate in the next round of buying that new solution that you are fantastic at delivering.
B2B sales…
- Has a much longer sales cycle
- Has a much higher investment
- Can significantly impact people’s jobs if the decision is a poor one.
- And usually, a bunch of people, representing different departments, are involved in making the final decision – and with lead nurturing, you have the opportunity to plant that seed in their heads that you and your company are the experts in this field.
Why is nurturing prospects important if they’re not ready to buy?
Staying visible keeps you top of mind, so when they are ready, you’re the first choice.
How long does it take to see results?
Nurturing is a long-term strategy, but you’ll start to see increased engagement and awareness in the first few months.