On average it takes about seven consistent messages before you get a customer to make a purchase. You already have more prospects than you have time to manage, so how can you possibly reach all of them at least seven times? Lead nurturing automates communications based on prospect activity within your website and digital communications.
Prospect engagement is measured with lead scoring. Prioritizing your leads with scoring gives you a scientific way to find your most interested customers. Develop a process to differentiate contacts from prospects and sales-ready leads. Focus more of your attention on sales-ready leads while you continue to nurture prospects.