Idea Factor Blog

How to Bring in New Business by Nurturing Leads

Next month we thought that we would emphasize the Lead Nurturing message to our Business Development Agents (BDA) in a manner that was fun, meaningful, and relevant.  We are buying each team member a small plant. 

WHY? Because in the same way you have to water, prune, ensure sunlight and repeat the process to care for a plant, lead nurturing requires all the same diligence and repetition to blossom into new business and bear fruit.  Once a team member has converted a nurturing prospect to a lead, they receive a little flagpole that they can stick in the bottom of their plant! Whoever has the most flagpoles at year end receives a bonus.

Our Simple Lead Nurturing Process

  • MAKE DETAILED NOTES of the lead generation conversation with the prospect in our CRM.  Note the correct name and title of the contact that the BDA spoke to.  Capture the products/services that were of interest to the prospect and why.  Take note the date that they would like the BDA to reconnect with them and the preferred method(s) of contact. Write down all personal details of the conversation, engagement, marriage, birth of a child, a new pet, as they are a great segue back to the sales opportunity.
  • TAG the data for follow up so that several people have a line of sight when the first nurturing touchpoint is due.
  • Follow up with the prospect WHEN the BDA was asked to, not before, to annoy them, not way after to disappoint them or get there too late.
  • If the BDA has their prospects’ mailing address, send them a direct mail piece advising that the BDA is looking forward to reconnecting with them.
  • Follow up with the prospect in the WAY the BDA was asked to, if they asked the BDA to call… don’t email or text, and make sure the BDA leaves a message if you don’t get them live, THEN the BDA can follow up with an email.
  • If the prospect has been replaced by a new contact that has not been apprised of the details of the BDA’s outreach, send the file back into the lead generation process.

In addition to having a little fun and trying to instill the process, the additional benefits of a plant for the team members are that they beautify any space, clean the air, and even help to increase their sense of well-being and creativity.  

Always interested in hearing about other Lead Nurturing Strategies… What’s yours?

About Idea Factor

Idea Factor provides a full suite of marketing services including B2B lead generation (gathering qualified sales leads), surveys, data mapping, event tele-boosting, trade show follow up, in-bound and out-bound omni-channel call center services, data cleansing, list cleaning, customer retention and loyalty programs.

Our commitment to excellence in customer service has awarded us repeat business for more than 25 years, from both our global and community clients. To find out more go to or look at our Services here.

Trade Show or Event Cancelled? No Problem

 Look at an Alternative Form of Lead Generation

Focused Lead Generation
Focused Lead Generation

2020 has been a year like none other for all of us.  We have had to innovate and re-invent ourselves in ways and with an expedience not seen or experienced in generations.

How we market and connect to prospective clients is no exception.  While trade shows have traditionally been a great way to connect with new contacts and showcase your products or services in the past, COVID-19 has been a game-changing disrupter for that channel of lead generation. So, what can you do? Read More

Are You Keeping Your Sales Pipeline Full?









AFTER delivering Qualified Leads in North America for three decades now — the biggest area of weakness we see is an empty pipeline.

What happens?

It’s simple.

As the qualified leads are coming in — the folks in your sales department are struggling to keep up with quotes and the business of SELLING.

More leads?

No no! We are too busy!

But suddenly the new clients are on board and there are no new leads so sales begin to slump. Now you have two time- frames that will slow you down:

  1. The start up time to launch a new lead generation effort
  2. Your average time to close

Our recommendation?

Slow — but steady.

It’s really important to make sure that there are always a steady stream of new opportunities to increase your chances of WINS and also to stop the gap between any customers you may lose along the way.

Hope the advice of our experience is of value to you in your decision — making process.

Happy Selling!


Cheryl Cappellano


58,514 Qualified Leads produced for our Customers…oops…is that 2 more?

2.5 Million Brand Advocates assisted through our Gold Standard Call Center


Website Scoring Systems and Qualified Leads


Jump through hoops

Are you using a Web SCORING System to help you to identify Qualified Leads?


I had an interesting call the other day from a prospective company that is interested in Lead Generation.

Read More

How Idea Factor’s Lead Generation Works

bunnies smaller

Here’s a brief overview of what is included in our lead generation program

  • An Assisting agent and a Backup Agent to ensure that there is no downtime in your campaign.
  • A Success Manager/Marketing Specialist to send introductory emails/ and follow-up emails.
  • A Project Manager to serve as your primary point of contact on campaign matters and to check the quality and validity of leads and appointments.
  • A Data/List Validation Specialist to data map, research, build and/or clean your calling lists.
End Result:

  • Guaranteed 10% Success Rate (10+ Quality leads for every 100 contacts)
  • Sound clips provided/stored
  • Several points of contact with prospect – edible, informational postcard and e-mail
  • Detailed report upon completion of campaign… added value – long term call backs, relevant information such as current systems/companies they are using
We would greatly appreciate a few minutes of your time to discuss why our lead generation is a comprehensive, predictive and proven method to expand your market and fill your pipeline.Please provide the best time and number to contact you. CLICK HERE TO SET APPOINTMENT




Lead Generation: Has this happened to you?

guy with nose and glasses

The other day I got a call from a company offering me Lead Generation Services.

Since this is our core offering — I couldn’t help but go along with the Caller….so I asked a few questions: Read More

Lead Generation in the Big Leagues

Are your Lead Generation Tactics Part of The Big Boys’ Club?

Men and women in suits

If you are an IT company and want to generate some great leads — look to the tactics deployed by OEMs like IBM, Cisco, Microsoft, VMWare, HP, Citrix and more to get the biggest bang from their marketing dollar when it comes to generating Qualified Leads for their Sales Teams.

How do they do it? Read More