What Is Lead Nurturing? Definition, Benefits, and Top Tactics for Success 

Lead nurturing has many benefits for sales teams. This article answers the question, “What is lead nurturing?” and explores the top benefits, tactics, and strategies to help you successfully convert more leads into customers.

Keep reading to learn how to create a lead nurturing strategy for your business today.

Key Takeaways

  • Lead nurturing is the act of fostering relationships with potential customers by providing relevant content and personalized interactions to guide them through the buyer’s journey.
  • It involves multi-channel communication throughout the sales process, including email marketing, social media outreach, event invitations, and personalized phone calls.
  • Key elements involve understanding the customer’s journey, lead scoring, segmentation, marketing automation, and collaboration between sales and marketing teams.
  • The most effective ways of nurturing leads include email marketing, social media outreach, content marketing, and retargeted ads.
  • To create a lead nurturing program, you should set goals, choose a marketing automation platform, and develop multi-channel content that speaks to your audience’s needs at each stage of their buying journey.
what is lead nurturing

What Does Lead Nurturing Mean?

Lead nurturing is the act of fostering relationships with potential customers to help move them through the sales funnel toward a purchase. It involves providing relevant, valuable content and personalized interactions to guide leads through the buyer’s journey to convert them into sales and loyal customers.

Nurturing helps keep prospects engaged with your brand for as long as possible and, in turn, moves them closer to becoming actual buyers. This process can include several touchpoints, such as email marketing, social media outreach, event invitations, and even personalized phone calls. The goal of all these touchpoints is to keep the conversation going.

An example of lead nurturing is when a company sends a series of personalized emails to a prospect who has shown interest in their product or service. This provides valuable information and addresses their specific needs and concerns to build a relationship and guide them toward purchasing. Non-nurtured leads are more likely to lose interest, forget about a company, or choose a competitor.

Lead Nurturing vs. Lead Generation

  • Lead nurturing focuses on building relationships through content, personalized emails, retargeting, and more to help make more sales.
  • Lead generation focuses on attracting new leads to your business with cold calling, email marketing, social media ads, website landing pages, and more.

Benefits of Lead Nurturing

lead nurturing benefits

Are you struggling to convert leads into customers or keep your sales reps motivated due to the lack of prospects? Lead nurturing could be the solution to your problems. Below, we explain the benefits of lead nurturing for businesses and sales teams.

Builds Stronger Relationships

Lead nurturing is all about developing relationships with your potential customers. By providing them with relevant, high-quality content, you are helping them understand your brand and what you offer.

As they move through the sales funnel, they become more familiar with your brand, which helps to build trust and credibility. The more you nurture your leads, the more likely they will become customers.

Improves Conversion Rates

When you properly nurture your leads, you are helping to move them through the sales funnel toward a purchase. This means that the leads are becoming more interested in your product or service and are more likely to make a purchase.

Statistics show that companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost, according to HubSpot’s State of Marketing Trends Report. By properly nurturing your leads, you are not only improving your conversion rates, but you are also reducing your cost per sale.

Increases Sales

When you analyze leads, you will find that not all are ready to purchase. Some of the leads might still be in the awareness stage, while others might be looking to compare different products and services.

You increase their chances of purchasing by having sales reps nurture these leads and guide them through the sales funnel.

Boosts Customer Loyalty

By continuing to provide valuable content and support to your customers post-purchase, you are helping to build a strong relationship with them. This, in turn, helps to improve customer loyalty. Loyal customers are more likely to recommend your brand to others, which helps to improve your brand awareness and reputation.

Elements of a Strong Lead Nurturing Strategy

A strong lead nurturing strategy requires careful planning and execution. Below, we look at the key elements of a lead nurturing strategy and provide actionable tips to help you get started.

Buyer’s Journey

Understanding the buyer’s journey can help you create content, messaging, and calls to action that resonate with your target audience at each stage. When you deeply understand the customer journey, you can nurture prospects more effectively and move them closer to making a purchase.

Scoring System

First, develop a system for lead scoring. You want to spend time nurturing leads that are most likely to convert. Measure their engagement with your brand and content early in their buying journey and assign them a lead score. Then prioritize and nurture the most engaged leads and turn them into customers.


Another critical element of lead nurturing is market segmentation. This means grouping leads into different categories based on criteria like industry, job title, or behavior.

Segmentation allows you to create targeted messaging and content tailored to each group’s interests and needs. When you deliver personalized messages that speak to your audience’s pain points and challenges, they’re likelier to engage with your brand and buy from you.


Automating your lead nurturing campaigns can help you be more efficient and effective in engaging with potential customers. Automation technology can send triggered emails, create personalized follow-up messages, and track lead behavior.

This also helps you save time and resources while delivering the right message at the right time to your leads. Plus, marketing automation can help you scale your lead nurturing efforts as your business grows.

Multi-Channel Communication

Successful lead nurturing strategies involve communicating with leads across multiple channels, such as email, social media, and even direct mail. By using multiple channels to reach out to prospects, you can ensure that you communicate with them in the ways they prefer.

By offering a variety of communication channels, you can increase your chances of engaging with prospects and nurturing them into customers.


Collaboration between your marketing and sales teams is essential for an effective lead nurturing process. While leads typically “belong” to sales, marketing automation is vital for successful nurturing campaigns, as is content and email marketing.

Create a clear process for handing leads off between the marketing team and sales, and ensure that this handoff happens at a point in the buying journey that makes sense for the customer. Align your teams by establishing shared goals, clear communication channels, and a unified approach to nurturing leads. This will help ensure that your prospects receive consistent messaging and a seamless experience throughout the buying process.

What Are the Most Effective Lead Nurturing Tactics?

lead nurturing tactics

Getting leads is only half the battle — the real challenge is converting them. The best way to do that is through lead nurturing tactics that keep your prospects engaged throughout the buying journey. Take a look at the best lead nurturing tactics you should know about below.

Lead Scoring

Lead scoring is a process used to assign a numerical value to each lead based on their engagement with your brand. This way, you can focus on the leads that are most likely to convert. Once you have scores for each lead, you can develop personalized campaigns that suit the specific needs of their buying journey.

Email Marketing

Send personalized emails to your leads, including valuable content, special offers, and updates on your products or services. Segment your email list based on lead scoring and other relevant criteria.

Social Media

Social media platforms are one of the most direct ways to interact with potential customers. Engage with your leads on social media platforms by sharing informative content, answering questions, and participating in conversations that relate to your industry. You can also use custom audiences to activate paid social campaigns that nurture leads into customers.

Content Marketing

Content marketing is critical to effective lead nurturing because content fuels these campaigns. Create and share blog posts, white papers, case studies, and other valuable content that addresses your leads’ needs and interests. These foster brand familiarity and help your business appear reputable and trustworthy, facilitating lead conversion. 

Retargeted Ads

Retargeted ads target visitors who have visited your website but have yet to convert. With retargeted ads, you can serve ads to those visitors for days, weeks, or even months after they leave your website. This can help keep your brand top of mind for them, increasing the likelihood of conversion.

A/B Testing

A/B testing email subject lines and tracking click-to-open rates can help measure campaign effectiveness. Testing different CTA placements and messages can help identify what drives higher conversion rates throughout the customer journey.

Advanced Lead Scoring Models

Effective lead scoring enables you to nurture leads and convert them into sales. To effectively prioritize your leads, it’s crucial to implement advanced lead scoring models that consider various factors. The following are some of the popular models:

Demographic Scoring

This model assigns scores based on demographic information, such as job title, company size, or industry. Companies typically target a certain audience, so understanding the demographics of potential leads can help you determine yours. Establishing your target market and interpreting the results from the demographic scoring model allows you to engage with leads that align with your ideal customer profile.

Behavioral Scoring

This model assigns scores according to how leads engage with the content, website, or marketing campaigns. High behavioral scores indicate a strong interest in your products or services, meaning you can potentially convert them into sales easily. A lead with a high score may only need gentle encouragement.

This is not an excuse to ignore leads with lower scores. Instead, implement other strategies to engage these leads. While the payoff may not be as immediate compared to higher-scoring leads, it’s helpful to consider these as investments into future conversions.

Predictive Lead Scoring

This model uses machine learning algorithms to analyze historical data and predict the likelihood of a lead converting into a customer. Making effective use of the predictions it provides enables you to choose the best strategies for nurturing your leads. The best part is that you can use the data you collect to further improve predictions.

Creating a Lead Nurturing Program

To develop an effective lead nurturing program, follow these steps:

Set Goals

Choose key performance indicators (KPIs) that make sense for your business, such as increasing conversion rates or reducing the sales cycle length.

The best KPIs for tracking lead nurturing success will depend on the specific goals and objectives of the campaign, but some commonly used metrics include:

  • Conversion rate: Percentage of leads that take a desired action, such as filling out a form or making a purchase.
  • Sales revenue: Total revenue generated by the campaign, which can be attributed to specific leads or lead sources.
  • Engagement rate: Percentage of leads that engage with the content or messaging, such as opening emails or clicking links.
  • Lead velocity: Rate at which leads move through the sales funnel, indicating the effectiveness of the nurturing process.
  • Cost per lead: Cost of acquiring each lead, which can be compared to the revenue generated to determine the ROI of the campaign.
  • Customer lifetime value: Total value of a customer over their lifetime, which can be used to determine the long-term impact of the nurturing campaign on revenue and profitability.

Choose Lead Nurturing Tools

Lead nurturing requires regular and consistent communication with prospective clients, and it can be time-consuming to do so manually. Fortunately, there are several tools that businesses can use to streamline the process.

Marketing automation tools such as Mailchimp, Active Campaign, and Hubspot can help you create and schedule emails and ensure they’re sent promptly. Customer relationship management (CRM) tools like Salesforce can also help you track and analyze your lead engagement data.

Develop Multi-Channel Content

Create relevant, engaging content that addresses your leads’ needs at every stage of the buying journey. Multi-channel content refers to using various channels, such as email, social media, webinars, and blogs, to deliver content to prospects at different stages of the buying process.

By using multi-channel content in lead nurturing strategies, companies can reach prospects where they are most active, and provide content in the format that best suits their needs and preferences. For example, a company may send a series of educational emails to a prospect who has just expressed interest in their product, followed by targeted social media ads and a personalized video that addresses the prospect’s specific pain points.

Measure Results

Finally, successful lead nurturing campaigns involve measuring your results and making adjustments based on what you learn. By tracking how leads engage with your messages and content, you can identify what’s working and what’s not.

This data can help you refine your lead nurturing strategy and optimize it for better results. For example, if you notice that a particular segment of leads isn’t responding to your messaging, you can adjust your content or approach to better resonate with them. Track your KPIs to evaluate the effectiveness of your lead nurturing and make data-driven decisions for improvement.

Ending Summary

Knowing the answer to the question, “What is lead nurturing?” provides greater insight into the nature of lead nurturing and how to use it effectively to benefit your brand. Mastering the art of lead nurturing is crucial for sales professionals looking to boost conversions and build stronger relationships with potential customers.

By implementing effective strategies and tactics, aligning your sales and marketing teams, and continuously measuring your success, you’ll have the skills to nurture leads more effectively, drive sales for your business, and better serve the customers you gain from these strategies.