HubSpot Sales Hub helps you establish a routine workflow when it comes to your leads. It’s your one-stop shop for the entire sales pipeline. Paired with its marketing CRM for HubSpot inbound marketing, you’re in control of a powerful tool arsenal and transformative metrics. With this in mind, remember that your business’s success with HubSpot CRM starts and ends with leads. Using these assets to properly nurture your prospects is the beginning of growth and increased revenue. This raises a valuable question: how can you determine if you’re investing enough time in HubSpot lead generation?
HubSpot Lead Generation Requires Some TLC
HubSpot lead generation doesn’t follow a one-size fits all approach. In truth, every sales lead encompasses a single individual, so it only makes sense that they should be considered individually. The exact length of time you should follow for your HubSpot lead generation nurture period is dependent on a wide variety of different factors. The most influential factors include your industry, how complex your service or product is, and the current degree of readiness your lead is at.
First things first, you need to break down each lead into 2 components: their motivations and needs. An easy way to get this information is through open, regular communication and/or engagement. Content development is a quick way to start initial engagement. For example, you can respond to a comment they’ve made on one of your posts, or a question they left during a webinar or video tutorial. Regardless of the method, you can begin the conversation with them once you’ve sparked their initial engagement.
Since each lead needs to be treated individually, opening up a dialogue will help you learn important, unique characteristics about each prospect. Additionally, you are offering a one-on-one experience. You can directly address any of their questions or concerns about your product. Moreover, garnering an authentic relationship and sharing knowledge will help your product or service establish genuine value with your clients.
You can even create individual buyer personas within the HubSpot CRM to document your newfound knowledge. This way, you can reference HubSpot Sales Hub during your interactions and pick up the conversation from an informed perspective. Using HubSpot lead generation in this way will help your clients understand that you care and don’t see them as just a number. You’ll have hands-on experience with engagement and will personally guide your leads through the sales process– all the way to closing the sale!
Marketing Automation Continues Nurturing Clients
Cultivating a personal experience for each lead is a great way to create high-value relationships; however, it is tedious. When you have dozens of leads requiring attention and time, it adds up. Lucky for you, there are some HubSpot inbound marketing hacks integrated into the marketing CRM. One of the most useful tools for lead nurturing is marketing automation.
Marketing automation allows you to completely automate specific parts of the HubSpot lead generation process. You can send personalized, targeted messages to leads at every stage of the sales process. To put it simply, you can program the marketing CRM to send out pre-selected content once a prospect enters into certain stages of the sales lifecycle. An example of this process includes a welcome email sent to someone who fills out a form on your company’s website. You can then follow up with weekly, personalized emails until the prospect clicks on one of your links.
Use HubSpot Sales Hub for Lead Tracking
Many leads do not have a quick conversion. Even if they do, you’ll need to maintain a relationship in order to keep a clients’ business. Since you’ll be invested for the long haul, you need to track your lead’s progress via the HubSpot CRM. Specifically, HubSpot Sales Hub can help you identify key metrics and reports for your leads to determine where they sit in the sales pipeline. If there are any snags, the CRM will catch it, and your team can act appropriately.
With these tools at your disposal, you need to learn how to follow up consistently but not aggressively. Gauge each lead’s responses, adjust accordingly, and aim to leave them feeling engaged but unbothered. This style of proactive communication will help you build trust and commitment with your prospects.
Don’t stick to a single method of communication, either. Be versatile! Reference the buyer personas you’ve created in HubSpot and communicate based on your lead’s preferences. If they prefer social media and emails, then alternate between the interfaces. Recognize the value in each style of communication, how they might elicit a different response from your customer, and leverage it to your advantage. Remember: make your communication personal!
HubSpot Lead Generation Requires Patience
So…are you giving your leads a long enough nurture period? In the end, it boils down to which lead you’re talking about. Every client is different, and some conversions will take longer than others. It’s up to you to use the tools at your disposal to guide your prospects through the sales pipeline while cultivating the most personalized, engaging experience. We know that HubSpot lead generation, albeit useful, can be overwhelming! Reach out to our 245TECH team with any HubSpot questions you need answered to elevate your sales and lead generation processes.