Drip Marketing – 3 Things You Must have to Nurture Your Prospects

Nurture those prospects to buy

Drip marketing or nurturing is all the rage…and it should be.  Rarely is a prospect ready to buy once they first encounter your product or service. So in order to nurture them through the buying cycle, you need to offer them reasons and information to establish they have the problem and establish.

  1. Have a target customer profile and how your solution solves their problem.
  2. You need collateral to drip.  This includes whitepapers, ebooks, webinars, newsletters, free trials, etc.
  3. You need a lead nurturing software and process to help automate things.  There are big guys like Eloqua or Marketo or I just learned of a small but effective one the other day called Pardot.

That’s it.  Now the tough part is in the execution.  But these 3 steps will set you on your way to lead nurturing or drip marketing heaven.

Go ahead, try it.  Drip away.

About the author

Melissa Kennedy

I am an innovative, practical problem-solver with an MBA. Pioneered one of the first social media strategic plans for a Fortune 100 company, including monthly online TV program viewed by 120,000 customers. Created a scalable channel marketing service model and established a new customer communication channel through partner web syndication. Developed marketing plan for start-up technology firm. Launched first comprehensive marketing campaign for major science and technology university's $1 Billion fund-raising effort. Award-winning performance for 15 years across functions, industries and organizations.

My passion for results goes beyond professional pursuits. I am a global facilitator and co-organizer of Startup Weekends and serve as an advocate and volunteer for many local charities including Food Bank of Central/Eastern NC, North Carolina International Affairs Council and Connected Women of North Carolina. Plus, I have served as the President for the Triangle Interactive Marketing Association,


  1. Richard Bohn

    Nice post – short and sweet! For smaller business, my favorite drip-marketing tool is Infusionsoft.

    1. Melissa Kennedy

      Thanks for the response, I will have to check it out.

  2. Eric Rabinowitz

    Love what you are saying. Add LeadFormix to what Richard suggests…has a real nice and simple to use Nurture engine.

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