Inbound marketing can often feel tricky, especially when you're not using any tool. As a result, trying to provide the right content to the right leads at the right time becomes a puzzle. Besides, keeping track of user's actions and your response manually is indeed a tiresome job.
HubSpot Workflows is a powerful tool that makes nurturing your leads, managing your sales pipeline, and marketing automation incredibly easy. They help you understand where your leads are in the decision-making process and what you need to do to make the sale.
Want to learn more? So, let's get started with HubSpot workflows. But before that, let's take a closer look at a few workflow basics real quick.
What are HubSpot Workflows?
We all want to increase the number of clicks and open rate for nurturing more contacts and improve our business success by putting fewer effort. Right? You might wish the same.
Here is the answer "HubSpot Workflows." With the help of this amazing tool, we can structure our work process accurately. Basically, it provides the ability to execute marketing actions automatically in less time.
Moreover, you can implement the whole process and execute it in a structured way to scale our business growth efficiently. You don't need to spend extra time performing repetitive tasks as all the actions will be done automatically.
Therefore, by using workflows, you can easily customize, visualize and personalize your contacts to convert them into leads by performing the business activities automatically. HubSpot Sales Workflows can also be used to suit different sales processes and cycles so as to improve sales.
Different Types of Workflows
To make you more clear with the term Workflows, now let's discuss various types of workflows you can create to complete multiple tasks by determining your needs.
HubSpot provides five different types of Workflows which the organizations commonly use to automate their business process.
- Contact-based Workflows
- Company based Workflows
- Deal based Workflows
- Ticket based Workflows
- Quote based Workflows
You can utilize each workflow type according to your requirements by taking in-depth knowledge of each to achieve your business needs.
Always remember to understand your goals before creating the workflow. You can refer to my previous blog, in which I have discussed the steps to create workflows in the HubSpot automation tool. By following these steps, you can quickly start a HubSpot sequence with a workflow.
What is Lead Nurturing
Wait for a moment and think- What is the primary aim of the marketers?
As per my knowledge and experience, marketers aim to enhance their RIO and revenue by building their reputation and converting visitors into leads. Therefore, you need to understand the concept of lead nurturing deeply.
Lead nurturing is basically the process that will help you develop a good relationship with the customers by evaluating each stage of the buyer's journey. Furthermore, it helps you engage the contacts via touches by providing the information and answers they need.
Hope you get the basic idea about the term lead nurturing. Now, let's see how we can nurture more contacts by using the workflow tool of HubSpot. But, before knowing its processes, let's discuss why to prefer workflows for lead nurturing.
Why Workflows are Important for Lead Nurturing
If you are a regular reader of my blogs, you might have observed how vital it is to focus on lead nurturing in the inbound recruitment playbook: Methodology to recruit the best candidates in less time.
Do you know that the organizations that are relying on lead nurturing processes have observed 50% more sales at a 30% low cost?
I also used workflows for lead nurturing to achieve the goals by sending automatic emails of blog posts designed to make visitors aware of career prospects. Not just emails, I can also automate endless properties for effective lead nurturing.
Take a rundown of the benefits, which we have seen while creating automatic workflows in HubSpot.
1- Send the updated content automatically
By creating workflows, information related to all the updated content will be sent to all the customers whose data is stored in the database. If you create the workflow, you need not search for the visitors.
Whenever any editing or updation is done in the content, it automatically notifies your potential customers. Thus, you need not go back and forth to complete your processes individually.
2- Helps to nurture relevant leads
By creating workflows, we can nurture the leads which are relevant to us and are interested in availing our services. You can also build a positive impact to nurture more leads by sending relevant content to the respective lead.
3- Major Time Saver
Everyone aims to complete the task as early as possible. HubSpot workflows will be a major time saver for you and your other team members.
By using it, our team does not have to remember each task manually because the workflow will do all the remembering. Therefore, there are no chances to forget any task. Moreover, all your leads will be engaged automatically without spending extra time.
4- Streamline the marketing processes
Once the workflow is created, you don't have to evaluate the clicks and business processes individually. Till now, you might be finding ways to streamline your process.
Now, you don't have to search more because HubSpot provides a workflow feature that helps streamline the business processes and nurture valuable leads.
WANNA avail such benefits to nurture valuable leads in less time? For this, you have to learn about its effective usage.
How to Effectively use HubSpot Workflows for Lead Nurturing
It is essential for you to know how to use HubSpot Workflows easily for lead nurturing without facing any major challenges.
Now let's dive into the top-notched steps to use the tool effectively.
Step-1: Identify the objective of your lead nurturing campaign
The main foundation of every business is its objective and purpose. Their primary focus is to achieve their target by fulfilling the desires of their audience. Therefore, it is the most crucial step while creating workflows.
There are two different types of objectives that will help you nurture more leads and better success, such as qualitative and quantitative. Quantitative goals will help you measure the business productivity numerically, and qualitative goals will help you evaluate the bigger picture of your lead nurturing campaign.
Moreover, you can easily maintain and organize lead actions for team collaboration. To achieve such goals, you should first identify your every goal to nurture potential leads.
Step-2: Recognize the audience you want to nurture
This step is also essential because you should know the audience for which you want to create a lead nurturing campaign. To reach your target, you can develop your buyer personas.
Are you aware of the term buyer persona? It is basically the semi-fictional representation of your ideal customers.
As it's said, every customer is not your lead, so you need to identify your potential customers. A buyer persona will help you to filter the potential customers who are aligned with your requirements.
Once you can recognize the interested audience, you can easily nurture those leads by delivering desired services in less time.
Step-3: Have deep knowledge about each stage of your Buyer’s Journey
If you want to nurture your target audience, you need to evaluate each stage of your buyer's journey.
Do you know the three stages of the buyer's journey?
Yes!, its the Awareness stage, Consideration stage, and Decision stage.
This is the stage at which people become aware of their problems. Potential buyers will try to understand their difficulties and provide possible solutions to engage the visitors to resolve their issues.
To make the visitors aware, you can provide good quality content on your websites. If you are successful in attracting visitors to your content, then it can be said that you have completed the first stage of the buyer's journey, which is the Awareness stage. It will further help you to elevate your website traffic and business productivity.
This is the stage in which people, people find the solution for their problems. For the consideration phase, we have added quizzes and test to focus on nurturing prospects. Once the visitors go through these steps, we can call them leads, and now we need to engage them.
For engaging audiences, you have to send relevant content or assets. If you want similar services for lead nurturing, you can contact us and get the best output.
At this stage, people are ready to purchase by finding the best solution to their problems. The main focus at this stage is to nurture sales qualified leads and your past customers by improving your brand image in the customer's mind.
To take the customers to the last stage, you need to qualify your leads by providing the targeted solutions to them.
Step-4: Create and promote the content for each stage of the journey
Till now, you might get a deep understanding of three different stages of the buyer's journey. Now, you need to create the content for each stage of the buyer's journey.
As we have also gone through all these processes, I will give an example of how you can attract, engage, and delight the visitors and nurture more leads in a better way.
- For the awareness stage, you can create videos, publish blog posts, create social posts, infographics, etc., to attract visitors to your website.
- To address the content for the consideration stage, you can create your brand's email newsletter, use inbound marketing to promote an event, write an eBook, add newspaper to your website, add case studies, showcase, and host webinars.
- The decision stage is just like guiding potential customers to the finish line. To create and promote the content for the decision stage, you can create a product/service demo, well-positioned pricing page, and offers a free trial that will help you empower the customers and reach them to the decision stage.
Step-5: Set Up campaign using Workflows
In this step, you need to determine the actions of HubSpot Workflows trigger sequences to start the lead nurturing automation.
To make sure that you engage with your target audience at each stage of the buyer’s journey, you need to build appropriate workflows.
You should take care of each type of workflow to build an optimized lead nurturing workflow. By using the HubSpot tool, you can easily create the list forms, create email templates and save them for automation.
Furthermore, you can also add delays to send messages, update contact properties for engagement, skip emails by evaluating the contact’s behavior. To know more about the steps of HubSpot workflows, refer to my previous blog.
Step-6: Test and update your workflow for lead nurturing to optimize the success
It is essential to optimize lead nurturing workflow strategy because the primary aim of most of the organization is to convert much of the target audience into potential customers.
WANNA optimize the success; you need to test and adjust your lead nurturing workflow strategy? For this, you need to know:
- The right time and the right stage to target your audience to convert them into customers.
- Different workflows and strategies to build a lead nurturing campaign successfully.
- Best Content, promotion ways, outreach, and assets to attract, engage and delight more visitors.
By enrolling a test contact, you can automatically evaluate your logic and send the emails to the targeted leads automatically.
Hopefully! All these steps will help you to nurture leads and enhance your business productivity effectively.
Real Time Example of Lead Nurturing using HubSpot Workflows
I know it's challenging to understand the whole concept theoretically for a new marketer.
To clear your doubts, let me share real-time HubSpot workflow examples of lead nurturing that I have implemented to nurture the contacts stored in the database within the organization.
When visitors evaluate our site and click on our CTA's or visit our landing pages or fill any form of our site, all their information automatically stores into the database.
To notify the customers and convert them into leads, we have set the criteria to send automatic emails to all the contacts whose information is stored in the database.
By sending automatic emails, we can nurture leads and convert those leads into potential customers in less time.
Isn't it interesting! You don't have to put extra effort to perform the same task again and again.
Now, you might be thinking of implementing the same to nurture more leads within your organization. Am I right?
Feel free to contact us and avail the recruitment plan by reading Inbound Recruitment PlayBook: Methodology to Recruit Best Candidate.
In a Crux
This article will definitely help you nurture leads and boost your business revenue by making an optimized workflow.
By automating all the processes, including emails, you can engage more customers and build a good relationship.
Do you want to open more opportunities for your organization by nurturing the leads and automating the processes?