How To Set Up a Lead Nurturing Workflow

Here are 5 ways that you can deliver the right message at the right time using lead nurturing workflows.



As marketers, lead generation consumes a serious chunk of our time and resources. But if you generate a lead and the lead never converts into a sale, did you really generate a lead at all?


“Failure to educate your leads will often times result in them becoming disengaged, or worse, obsolete”.……says content manger for IMPACT, Carly Stec



In an effort to help you move more high quality leads towards sales,  in this post, Carly  has detailed everything you need to know about getting started with lead nurturing workflows.


5 ways to set up a lead nurturing workflow


1. Set a goal

  • Workflows can be used to help move leads closer to taking the next step, however, it’s up to you as the marketer to determine what that next step is.
  • Before you get started, ask yourself- what is/are the desired action(s) you want your leads to take after moving through your workflow?
  • Keep in mind that specificity is key, as it’s much easier to measure the success of a lead nurturing workflow when it is tied to a specific metric.
  • Whether you’re looking to persuade your leads to subscribe to your blog or schedule an assessment, knowing what success means before you set the workflow live will make it easier to track and report on the outcomes.

2. Nail down the timing and frequency

  • Before you invite leads to enter a workflow, it’s important that you determine an appropriate length for the campaign, as well as a plan for both the timing and frequency of the emails being sent.
  • You’ll want to look back at the average length of your buying cycle.
  • How long did it take for your last 5 customers to close?
  • What type of content did they consume?
  • How frequently were they engaging with your website?

3. Map out a variety of content

  • Before you start plugging content into your workflow, start with a content audit.
  • Visualizing the content that you already have in your library will make it easier for you to determine what you’ll need to create for the sake of this lead nurturing campaign.
  • With a specific persona in mind, you may find that some of your existing content will serve as a good fit with a bit of tweaking.
  • When selecting resources to include, think about the different stages of the funnel.

4. Craft the email content 

  • Once you have your resources all sorted out, it’s time to whip up the actual email content.
  • Keep in mind that the recipients on the other end of the line are humans, seeking human interaction.
  • So rather than gussy up your copy with a bunch of big words, you’ll want to focus on conveying value and trust.
  • Without these two things, you’ll find it’s increasingly difficult to move a lead anywhere.

5. Track, measure, & report

  • “When it comes to marketing automation, it’s easy to “set it and forget it”, but you and I know better than that”…..says Carly
  • To inform your future efforts, you’ll want to revisit your workflows to determine when and where people dropped off or took action.
  • Identifying content that failed to resonate will help you to better select resources that aim to meet the unique needs of your leads during different stages of the buying cycle.


If you enjoyed this post and found TONS OF VALUE, please take a moment and share….Thank You 🙂


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To Your Success,
Joan Harrington


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0 Replies to “How To Set Up a Lead Nurturing Workflow”

  1. Thanks for this Joan. I’ve been struggling recently to put together a sales flow for a marketing and PR company.

    The end sale involves a range of services and/or products for a wider range of prospective clients. Creating a bespoke funnel for such a wide scope has been too tough. Taking your blog into account I’m thinking that a more specialised, simple approach may be needed.

    Thank you.

    1. You are most welcome David 🙂 Thank you for your awesome comment, so glad you enjoyed the valuable info 🙂 Look forward on hearing how it went for you implementing this more specialized, simple approach to setting up a lead nurturing workflow 🙂

  2. I never use email as a source of a lead. But I love your tips. I think the most important thing to remember in working leads is the follow up. What is the best day to follow up with you or contact you? Always let them give you the date and time. When you call them back remind them that they wanted you to call them at that specific date and time and reiterate your previous phone call.

  3. I am just now starting to really “dabble” into more complicated marketing principles such as nurturing leads… all of these are great pointers! I love how it is something that can be automated–I think this is what fascinates me about internet marketing.

  4. Hi Joan,
    Really like your outlined steps for a sales funnel, indeed clarity is key. A blueprint is essential, with a nice checklist too! I know, I need one..
    Thank you. Best 🙂

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