Got a company newsletter? Then you're using "inbound marketing." But creating and distributing great content is just the first step.
According to Duct Tape Marketing guest blogger Brian Shea, once you generate the leads, you need to prioritize them based on how often they access your newsletter or open your emails. Once you know who this active audience is, you can start to personalize your message with ""high-touch, one-on-one outreach," which can be as simple as a phone call or as elaborate as an invitation to a seminar.
"Once the prospect has expressed interest in buying from you," Shea writes, "it’s important to have a structured sales process to keep the conversation moving toward a buying decision."