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Lead Nurturing: Content-focused strategy causes 74% lift in leads for Precor

One of the most beneficial tools in the online marketer’s workshop is content marketing. If made use of well, this technique can turn even casual website visitors into possible prospects. How do you make sure that the best material makes its method in front of the ideal audience? That was one of the difficulties Stephen Bruner, Marketing Manager, Vertical Markets, Precor, dealt with when he and his group looked for to overhaul Precor’s nurture method and email tools.

Precor is a maker of physical fitness equipment and accommodates an international audience. It’s likewise the second biggest industry producer in the United States. The brand is owned by the multi-million dollar company Amer Sports, which is based in Finland.

Throughout his discussion at MarketingSherpa Email Summit 2015, Bruner presented on how he and his team integrated the lead nurture cycle with the CRM (customer relationship management), executed a marketing automation effort and much better made use of material marketing to reach the best audience. According to Stephen, material is a vital tool for lead nurturing.

“So this is my preferred part, right? Which is when we have the delivery mechanism, we’ve got the vibrant layer, then it comes to how do we nurture them and what do we do?” he stated.

Stephen broke the buyer’s funnel down into 4 parts and noted the material Precor implemented at each action:

  • Top of the funnel: Buyer’s guide and infographics
  • Middle: Whitepapers (research)
  • Low: Service level interaction
  • Customer: Customer support information

According to Stephen, “We wished to put the customer’s interest initially and say, ‘Let’s not confuse the client. Let’s make certain that … throughout this period of time where the customer is a chance within our CRM system that they can have an one-on-one conversation with Sales.'”

“As soon as the sale closes, then we start the procedure over again,” he stated.

By establishing and utilizing this material, tactically suppressing potential purchasers from receiving brand-new marketing interaction once they go into the pricing estimate process and utilizing strategic times, such as installation dates and understood reorder dates, to reboot the communication cycle with the client, the Precor team has attained some remarkable results, consisting of:

  • 74% boost in raw leads (by incorporating behavioral techniques)
  • 3x the engagement from the previous year
  • 67% boost in MQL to SQL velocity

Enjoy the above video excerpt from MarketingSherpa Email Summit 2015 to learn how Stephen fine-tuned Precor’s lead nurturing process using material in addition to the challenges behind this effort.

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