Digital Marketing Strategies That Can Help Your Business Grow

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Digital marketing is essential in today’s world.

With both competitors and potential customers constantly online, digital marketing is the only way to stay ahead. When you’re a small business owner the online world can seem intimidating.

[source: Huffington Post] Here is a list of five simple digital marketing strategies that any business owner can implement to help their business grow.

1. Setting a Goal: You’re looking for ways to help your small business grow. You might want more customers, more recognition or maybe you’re looking to get ahead of the competition. Whatever the case may be, starting with a solid goal in mind greatly increases your chances of success. Digital marketing is a great way for small businesses to prosper, but going into the process blindly can leave you with a jumbled mess. A lot of strategy and precision goes into digital marketing and having a goal helps you know what to focus on.

2. Creating a Marketing Funnel: The most successful businesses have an effective marketing funnel in place. A marketing funnel is when you map out a customer’s journey from when a customer is a complete stranger to when they become a lead, and then put certain strategies in place that will encourage them to move through this funnel. Things like lead magnets, calls to action, opt-ins and offers are all effective pieces of a funnel. You can think of a marketing funnel in four parts: Awareness, Interest, Desire, and Action.

  • Awareness: The potential customer is aware of your product or service. They’re still a stranger, but they’ve come to your Website for a reason. They’re looking for something they need. At this stage you want to attract the customer by showing them that you have something they’re looking for. Use a lead magnet or call-to-action to give the customer a valuable resource related to your product or service (i.e: what they need) in exchange for more information about them like their email address, phone number, profession and current needs. Find out who they are and why they came to your Website.
  • Interest: They are actively expressing interest in a certain type of your products or services. At this point you’ve given them some information and they’re interested in what you have to say or the services you provide. You’ve used your lead magnet or CTA in stage one to gather more information about them. At this stage it’s a good idea to supply them with further information that is more tailored to their specific needs. Showing them that you not only took the time to get to know them, but also have something that’s specific to their needs will show that you’re attentive to and care about your customer’s wants and needs.
  • Desire: They’ve taken an interest in a specific product or service. Now that you’ve supplied them with information specific to what they’re looking for, they’ve found a product or service you provide that might be a good fit for them. Invite them to schedule a consultation using an email or a call-to-action. At this stage you want to tell them more about the product or service they’re interested in. Show them why they need it and exactly how it will benefit them.
  • Action: Taking the next step towards purchasing. This is when you’re able to turn your potential customer into a lead. You’ve given them valuable information, shown them you pay attention to your customer’s needs, and shown them that you have something they need that will benefit them. All that’s left is discussing things like price, payment and other aspects of your product or service that are relevant to a buyer.

Having an effective marketing funnel won’t just get you more leads, it can also help you turn leads into repeat buyers. If the customer has a good experience they might return to purchase from you again or even tell others they know about your business. The elements of a marketing funnel can seem like a lot to put together, but they’re simple concepts when broken down. You’ll see that numbers 3,4 and 5 help to break down and explain the different aspects of having a marketing funnel in place on your site and how to put together some of the most important pieces of it.

3. Developing a call-to-action: We talked about using a call-to-action in the second step as a part of your marketing funnel, but what is a call-to-action exactly? A call-to-action (CTA) is an image or text that prompts visitors to take action, such as subscribe to a newsletter, view a Webinar or request a product demo. CTAs should direct people to landing pages, where you can collect visitors’ contact information in exchange for a valuable marketing offer. In that sense, an effective CTA results in more leads and conversions for your Website. This path, from a click on a CTA to a landing page, illustrates the much desired process of lead generation. In order to increase visitor-to-lead conversion opportunities, you need to create a lot of calls-to-action, distribute them across your Web presence and optimize them. A good CTA should be attention grabbing and help lead a potential customer further into your marketing funnel.

4. Creating an Effective Lead Magnet: A lead magnet can be used alone or along with a CTA. This will also be used either within your marketing funnel or as a way to drive potential customers into your funnel. Supply them with something relevant to your product or service that they want. Use your offers as a way to gather more information about a potential buyer while driving them further into your funnel at the same time. This brings them closer to becoming an actual quality lead who will spend money on your product or service. The idea behind a lead magnet is to trade information. You supply something like a free download of a white paper, but in order to complete the download the individual has to fill out a form that will provide you with more information about them. You’ll use the information you gather to interact with them more as they progress through your funnel.

5. Driving Traffic: In order for there to be people to drive into your marketing funnel, there first has to be traffic on your Website. There a variety of ways you can drive traffic to your Website. Here are a few of the ones I recommend:

  • Quality Content: Use content such as blog posts, press releases and articles on authority Websites. Insert links to various places on your Website within this content to build your brand name through exposure and drive traffic to your Website.
  • Keyword Strategy: Inserting related keywords into content will help your content and Website show up in more search results, this leads to higher volumes of Web traffic.
  • Website Optimization: Ensuring that your Website is optimized and functioning at it’s best is essential. People don’t want to visit a Website that doesn’t work properly.
  • Social Media: Use engaging social media posts to attract more traffic to your site. Using pictures, video, and other relevant media will help your posts get more engagement.

Try these simple digital marketing strategies out on your Website and see for yourself how much of a difference they can make. If you want your business to grow, digital marketing is the place to start.

Digital Marketing Can Help You Grow Your Business

With the change and evolution of modern technologies, small and medium businesses are doing everything they can to keep up, which can be said true for the rest of human society.

Brick-and-mortar businesses are either changing their business models to an online one, or beefing up existing marketing efforts with digital marketing strategies – in an attempt to capture a growing and very lucrative online marketplace.

For it is the process of attracting targeted audiences online that will spell the difference between a successfully thriving business – and a failed one. Even if you receive tons of daily traffic to your Website, they would not amount to anything unless they convert to leads or sales. In the digital arena where business and commerce are heading to, Digital Marketing tools and techniques provide business owners the best chances for competition, survival and even business growth.

The following 12 reasons will show you why the use of digital marketing is not only investment-wise decision but also an effective marketing channel that can help you grow your business.

The Infographic:

Digital marketing levels the playing field.

1. Because Digital Marketing Levels the Online Playing Field

Gone are the days when business owners still welcome the notion that Digital Marketing is only for the likes of multinationals and large corporations that have the sufficient resources required to mount an online marketing campaign. Digital Marketing actually levels the playing field, providing small and medium enterprises the chance to compete against the big boys and attract their share of targeted traffic.

With digital marketing, small companies now have the resources to perform sales and marketing processes that were previously available only to large corporations. Without a call center, small businesses can engage effectively with multiple customers, even to customers from any parts of the world even if they don’t have physical stores or branches in these locations.

2. Because Digital Marketing Is More Cost-Effective than Traditional Marketing

Small businesses have very little resources and even capitalization. This is why Digital Marketing provides them with a better and much more cost-effective marketing channel that delivers results. Gartner’s Digital Marketing Spend Report highlighted that up to 40% of respondents claimed getting considerable savings by using digital marketing methods of promotion for their products and services.

That is why according to the Gartner survey, 28% of business owners surveyed will shift marketing budget allocations from traditional media channels and invest them into digital online marketing tools and techniques. HubSpot confirms this as shown in the chart below that confirms how digital marketers get better Cost-Per-Lead (CPL) compared to other marketing channels.

3. Because Digital Marketing Delivers Conversion

Businesses marketing products and services online measure success by the percentage rate of incoming traffic gets converted into leads, subscribers or sales, depending on the intended purposes of your Website. Without conversion, all your traffic would mean nothing and all your marketing efforts will simply go to waste. That is why business owners are streamlining their digital marketing campaigns towards conversion optimization, making it a top priority above everything else.

There are several tools and techniques that you can use for your digital marketing campaign such as Search Engine Optimization, social media marketing and email marketing. As seen from the chart below from HubSpot’s 2013 State of Inbound Marketing Report, these three that generate quick and effective communication and interaction with targeted audiences will deliver better-than-average results in terms of higher conversion rates.

4. Because Digital Marketing Helps Generate Better Revenues

Higher conversion rates generated by effective digital marketing techniques will deliver loads of profitable benefits for you and your business in terms of better and higher revenues. Google confirms this in a study with IPSOS Hong Kong, claiming 2.8 times better revenue growth expectancy for companies using digital marketing strategies to those who do not.

With better revenue growth expectancy, small and medium enterprises using digital marketing techniques will have 3.3 times better chances of expanding their workforce and business – opening their doors to better, larger and farther reaching markets both locally and abroad. Google’s Asia-Pacific Head of SME Kevin O’Kane describes the Internet as rocket fuel for growth for small and medium enterprises.

5. Because Digital Marketing Facilitates Interaction with Targeted Audiences

One of the reasons why digital marketing is taking over traditional marketing channels is the ability of Internet marketing tools to interact with targeted audiences in real time. Engagement in any form is what your customers expect to receive when interacting with your brand or business. How your business handles such engagements and interactions will spell the difference between business success and failure – just like what eMarketer’s report Key Digital Trends for 2014 is saying as shown below.

Interacting and providing your customers with proper engagement points can give you an insight of what your targeted audiences want. This vital information will steer you towards making the right set of next moves, provide your customers with an even better experience, develop good relationships with them – gaining their loyalty and trust that you will need when your business begins to grow.

6. Because Digital Marketing Caters to the Mobile Consumer

Undoubtedly, mobile Internet will be the next wave of information dissemination and communication channel, brought about by the rapid proliferation of smartphones, tablets and other Internet-enabled devices. These mobile devices have become a central part of American life that 91% of adults in the United States always have their devices within reaching distance.

Now would be the best time to have digital marketing campaigns intended towards mobile consumers, paving the way for them towards achieving better growth and faster expansion. Mobile gadgets have evolved from being mere alternatives for laptops and personal computers, into something that is influencing their purchasing decisions as confirmed by another report from eMarketer.

7. Because Digital Marketing Builds Brand Reputation

The power of digital marketing lies in its ability for attracting targeted traffic. These types of audiences for your content are most likely already ready to know more about your brand, products or services and may be interested enough to purchase what you have to offer. Delivering on what you promised will help you develop a better relationship with your targeted audiences, help them transition into paying customers that will go back and interact with your site some more – on a regular and continuous basis.

This will prove beneficial for your brand reputation, as satisfied customers will most likely tell other people about their experience with your brand, product or service. Your brand reputation will go viral as expected, further opening new doors of opportunities for reaching bigger markets and attain business growth.

8. Because Digital Marketing Provides better ROI for Your Marketing Investments

With better revenues and better branding, Digital Marketing can provide a better Return of Investments (ROI) than traditional media and marketing channels. With traditional media, the cost is too exorbitant for small and medium enterprises to leverage on, and the results received are somewhat vague and difficult to measure.

Digital Marketing on the other hand can easily be tracked and monitored, with results immediately realized and measured as soon as targeted audiences provide contact information, subscribe to a newsletter or training program, or make a purchase. The key to success in Digital marketing however, is to generate a steady flow of targeted traffic that converts into sales and leads. The more your business generates this kind of traffic, the faster you can realize your ROI.

9. Because Digital Marketing Earns People’s Trust

Digital Marketing rides on the current online trend that focus more on social media signals resulting from direct and more personalized interaction between a brand or business and their targeted audiences. In the Nielsen Global Online Consumer Survey that involved 25 thousand consumers coming from at least 50 countries, 90 percent of respondents claimed they would trust information about a particular brand, product or service if the data comes from people they know.

Digital Marketing leverages on social media signals, social proof and testimonials from actual consumers who have previously purchased, joined, or availed of a product or service marketed by a particular brand or business. The more reliable these social signals are, the higher the trust rate it can generate from targeted audiences – most of which can be potential customers.

10. Because Digital Marketing Entices People to Take Favorable Action

While social signals and testimonials help earn trust from targeted audiences, Digital Marketing makes use of effective strategies that will entice people to take a favorable action your brand or business intends them to take. Conversion to leads or sales is still initiated and under full control by the Website visitor. They are not compelled to do so but digital marketers can make use of clever and innovative ways to entice conversion using Calls-To-Action.

Calls-To-Action specifies what your Web visitors should do next – either to sign up, like, download something, call or buy – specific steps that will entice them to perform a favorable action. Innovative forms, buttons and texts are optimized according to copy, color scheme, graphics and even positioning on the page to generate the best results in terms of generating favorable action.

11. Because Digital Marketing Makes You Ready for the Internet of Things

The “Internet of Things” is a global ecosystem of interconnected devices – tablets, smartphones, gadgets, appliances and more – that can interact with each other through the Internet. Sounds like something from a Sci-Fi thriller, but this is what the projected 24 billion gadgets by the year 2020 will actually head to. Digital Marketing will prepare your business towards this eventuality, an interconnected ecosystem that will permeate through every aspect of people’s lives. Survival for your business in the era of the “Internet of Things” means inclusion in this interconnected grid – giving you an access window to reach out to targeted audiences belonging to this online grid.

12. Because Digital Marketing Ensures Business Survival Online

It is a normal occurrence for brick-and-mortar business establishments to encounter visitors entering their store, skimming through and inspecting products, then leave without buying anything. Many kinds of people like these come and go, but a targeted few will actually make a purchase and if satisfied, will come back for more on a later date. If you get less of the later and more of the few, sooner or later your brick-and-mortar business will cease to exist.

Your business can be likened to this. Even if you have tons of Website visitors but none of them ever convert, your business will also cease to exist. Digital Marketing helps you make use of proven strategies and techniques that attract not necessarily more traffic – but highly targeted traffic that delivers results. Targeting the right kind of people that delivers the right kind of results is what Digital Marketing is all about – ensuring survival for your business.

 

Things every small business Website needs.

Digital & marketing solutions that help grow your business.


From contact information to customer testimonials…

here are the essentials that will effectively help you do business.

The Web is full of horrendous sites, and we’re not just talking about bad design. There are many other elements besides how your Website looks that go into making it customer-friendly — not to mention something that inspires them to actually do business with you.

[source: Entrepreneur] From thorough contact information to customer testimonials, here are the essentials that every small business Website should have for it to effectively help you do business.

1. A clear description of who you are
Someone who stumbles upon your Website shouldn’t have to do investigative work to figure out what, exactly, it is that you do. That means clearly stating your name and summing up your products or services right on the homepage, says John Zhuang, of Web-design and SEO-optimization firm Winning Interactive.

“Tell people this is the right Website that they have been searching for,” he says. “[A clear description] will attract the visitor’s attention immediately within 2-3 seconds, and encourage them to stay on your Website longer.”

2. A simple, sensible Web address
Don’t make things complicated.

“Your domain name is like your brand. It should be easy for a user to type it into a Web browser or an e-mail address,” says Ron Wright, the founder of business Web design and online marketing firm Accentix.

He adds: “I always recommend the .com domain as users are conditioned to type that extension when they enter a Web address. For non-profits or organizations, I usually recommend using a .org domain for branding purposes, but also recommend having a .com version of the domain in case a user accidentally types the .com address.”

Wright also suggests avoiding dashes (which can cause SEO headaches) and numbers (which can cause confusion for customers).

3. An easily-navigated site map
Clear links to the most important pages, and a site map, are crucial for guiding visitors to the information they’re looking for.

“Be sure your navigation is clearly laid out. I always recommend using dropdowns in the navigation menu so the visitor can see the content under every heading from virtually any page. You want to make it very easy for your visitors to find what they are looking for, or what you want them to know,” Wright suggests.

4. Easy-to-find contact information
You wouldn’t want to lose a customer to a competitor just because you made it difficult for them to get in touch with you.

“Not every online visitor has the patience to click through every page on your Website to find the contact information,” says Zhuang.

“The best place for the contact information is the top left or top right corner of the home page,” he recommends. “It is also a good practice to include contact information in every page of the Website in the footer or side bar or even in top right corner, which helps the visitors to find it more easily.”

You should also be sure to include several ways for them to contact you — phone, e-mail, and a standard contact form, are all good options. Forbes also suggests including your address, and even a link to your location in Google maps.

“One of the biggest mistakes business owners make is to force only one way to reach them,” says Wright. “The point is to make it very easy for users to communicate with you on their terms.”

5. Customer testimonials
Honest words from others help make your products or services more tangible to customers who are visiting you online.

“They help your potential customers to build trust in you, especially if you are new,” Zhuang says. “[And they] help shoppers to confirm whether the product [or] services meet their needs.”

“People love to hear stories from real people,” he adds. “They help people [find out] other things you haven’t said [on] your Website.”

6. An obvious call to action
“Tell the online visitors literally what you want them to do with clear tones of commend,” says Zhuang. “For instance, you may want them to call you now for free quote, or sign up to your exclusively online coupons, or add products to the online shopping cart, etc.”

And, he adds, call attention to your suggestion — by using special buttons or highlighting the text, for example.

7. Know the basics of SEO
Your Website won’t do you as much good if no one can stumble upon it. Become familiar with the SEO basics to make it more accessible by search engine.

“You don’t need to employ mysterious, ninja, black hat SEO types to rank well on the search engines. Simply make sure your Website is coded correctly,” Wright says.

That means using the correct keywords throughout your text, putting in plenty of links, naming your page titles and URLs correctly, and employing the magic of images and videos.

8. Fresh, quality content
For many businesses, your Website is your first impression on a customer. You want to give them what they’re looking for, and perhaps even give them a reason to keep coming back.

Wright says, “The user is looking for something. Make sure you give it to them…. [and be] sure your content is original, well written and valuable.”

Fresh content is a goldmine for SEO, as well. You can keep your content from getting stale (and give your company some personality, too) by incorporating a regularly-updated blog or connecting in your social media feeds.

9. A secure hosting platform
Having your online information hijacked is a nightmare, and, should it happen to your business, it could cost you customers.

“It is imperative that you have a secure, trustworthy hosting company to keep the bad guys out and your content up and running,” says Wright. “It is also very important to keep your content management system updated in order to stay one step ahead of the hackers.”

10. A design and style that’s friendly to online readers
As Forbes puts it, “Web surfers have the attention spans of drunken gnats.”

Zhuang describes it in more detail: “Online visitors often scan through a Web page to sample the content first when they open a new Web page. If they feel like they are on the right page, they will slow down to read the full story. To enhance user’s experience on your small business Website, you need to organize the content for scanning.”

He recommends three style points for online writing to keep in mind:

  • Break things down into short paragraphs, with headers if necessary
  • Use bullet points
  • Highlight important words or phrases.

Wright adds, “In the end, simplicity and basic colors are the best bet. Again, the content is the focus, not dancing clowns at the top of the page.”
 

Inbound Marketing to Grow Your Business

There is one main obstacle for growing your business that has evolved in recent years.

Your potential buyers are being over-saturated with information due to the increase in availability of this information.

[source: Laura Hogan, OverGo Studio] In fact, Sirius Decisions reported the average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying process.

So it has become your job as a business owner to make sure that this information is coming to them at the right time, in the right format, on the right platforms. That’s where an inbound marketing strategy can come into play.

Now you’re probably thinking “Oh man, I need to create a whole strategy? But I already have a basic business strategy, can’t I just add certain marketing tactics in where they fit?” Well, I’ve come up with a solution to this… simple ways to use inbound marketing to grow your business. Let’s get started!

RESEARCH

When I say research does it sound like reading through case studies or a lot of looking at Wikipedia and copying and pasting? Welcome to the world of simple marketing because it’s neither of these things! When it comes to inbound marketing, research is really quite simple. All you need is to know your business, know your industry, and know your customer, 3 things that hopefully you’re pretty well versed in already! Answer these questions and you’ll be well on your way.

Define Your Business

  • What are the key performance indicators you want to measure?
  • What are your revenue goals?
  • What does growing your business mean to you? (Amount of leads coming in, revenue generated, customers acquired, number of retainers, etc.)
  • What is your sales process like? (Length, content used to educate prospects, number of people prospects might talk to, etc.)

Study Up on Your Industry

You might think you know your industry inside and out but there will always be changes, updates, and new innovations around the corner. In order to get a better grasp of what’s going on and to stay ahead of the curve, industry research is a must.

  • What are your competitors doing in regards to content on their Website?
  • What current events and news are going on?
  • Is there a business to business marketplace you can participate in?
  • What are the current industry statistics for your goals? (To ensure that your goals are realistic and attainable.)

Understand Your Customer

To understand your customer better talking to the sales team always helps. They are the ones in direct contact with your potential customers which means they hold a lot of insight into what your customers want. Here are some questions to ask:

  • What 5 questions does your sales team answer the most?
  • What are the biggest pain points for customers when they come to you?
  • What are your customer demographics?
  • What messaging do they respond to most?

SEO

SEO sounds complicated but it’s simple if you know exactly what to focus on. It consists of all the factors on a Website page that influence search engine ranking. In order to get found for the keywords you’re your customers are searching for (which is everything under “Know your customer” above), it’s important to optimize every page that is created on your Website. When it comes to SEO don’t forget to:

Include keywords within the page content, in elements such as:

  • Header
  • Page text

Include keywords within the page properties, such as:

  • URL
  • Meta description

Include keywords when uploading and inserting your images by:

  • Putting keyword(s) in the name of the image (example: inbound-marketing-tips)
  • Using an alt tag with the keyword in it

Link keywords in your content to other pages on your Website

This helps distribute SEO authority across your domain. To do this, simply hyperlink a keyword on one page to the appropriate URL of another page on your site, such as:

  • Other Website pages
  • Blog posts
  • Landing pages

CONTENT

Sometimes when people talk about blogging being the key to growing business my eyes glaze over and I hear the teacher’s voice from Charlie Brown play on a loop in my head. It’s been said so many ways and so many times before but it is still extremely true… blogging and premium content is the universal remote of inbound marketing.

Want to see results? Just launch a piece of premium content that your visitors have to fill out a form to receive and start consistently posting blogs. I promise you’ll see results, and if you don’t then tweet me @lalalaurahogan and I’ll personally give you a free assessment to see what’s up.

BLOGGING

Blogging is all about bringing visitors to your site. Posting blogs is how you bring in organic traffic to your Website and is a highly recommended tactic if you want to grow your Website traffic. Here are some quick tips on how you can improve your blogging strategy to support inbound Marketing:

Publish the right content

Write content around the questions, issues, and challenges your potential customers want the answers to. This will help your potential customers not only find valuable information, but also help introduce them to your brand.

Publish content consistently

This depends on time and budget. If you’re outsourcing blog writing then you can blog numerous times a week, if you have one in-house person responsible for blogging maybe you can only do it once or twice. Just make sure it’s consistent!

Determine the right angle

Your competitors are probably already blogging so take some tips from what they’re strategy looks like. If they have a niche in the industry that they blog about a lot then maybe find your business’ niche and blog on what you know best in order to stand out.

Use a calls-to-action (CTA)

Placing a CTA at the end of your blog urging visitors to download premium content will definitely help grow your leads and sales!

PREMIUM CONTENT

Premium content is all about converting these anonymous visitors that blogging brings to your site into leads that you can nurture with information and hopefully close as a customer.

Determine the right content

Premium content is more in depth than blogging and should include more middle of the funnel information that your Website visitors will fill out a form to learn about. Blogging brings people to your site but premium content will convert these people to leads for your sales team if you’re offering content that they might want to know more about.

Figure out frequency

There really isn’t a frequency suggestion that I have for premium content because it varies depending on what you’re business has time for. These can be pretty time consuming and/or costly so a general suggestion would be one a quarter but some businesses might have time for one a month, it all depends.

Try different types of content

there are all different kinds of premium content, try to have various different kinds because your buyer might prefer to watch a video over read a PDF and vice versa! Some suggestions: eBooks, Webinars, whitepapers, slidedecks, tools, advanced checklists, case studies, assessments, demos, kits, etc.

LEAD COMMUNICATION

I hope everything is still sounding simple! Lead communication is where things start to get really fun. Once you start bringing in leads it’s time to figure out how you want to communicate with them. This is based off of numerous factors: who they are, what specific service or product they want from you, which questions they want answered, and how much communication they’ve had with you thus far.

LEAD NURTURING

Lead nurturing is all about making sure a lead is qualified and sales-ready before they talk to your sales team. This ensures that the sales team isn’t wasting time on unqualified leads.

Determine your timing

You want to time lead nurturing in line with your sales cycle and you also don’t want to bombard them with email so quickly that they unsubscribe from all email communication. If your sales cycle is a few months long, time it so they get an email every few weeks.

Consistently refine your messaging

Tell them what they want to hear! If they downloaded an offer, then you know the kind of information that they’re interested in. Keep giving them relevant content or ask more questions to find out what else they want to learn about.

Decide what to give them

This is where blogging comes in handy, as you can send them blog posts in the lead nurturing emails. This not only provides them with more information, but it gets them back to your Website where they can interact with your business further.

SIMPLE, RIGHT?

I hope these 18 tips have given you a better understanding for how integrating inbound marketing can help you grow your business. Optimizing for SEO will attract the right types of visitors, who should then convert and be nurtured on the right types of premium content that you create.

These nurtured leads will then be teed up for better success through the sales process, helping you close more business.