#AskJon: When is the right time to contact a prospect that’s in your funnel? [VIDEO]

So, hooray, you’re starting to get emails in your email database, right?

You have posted premium content behind a gate, you ask for names and email addresses, you’re so excited.

So, of course, the first thing you’re going to do is send them an email and ask them for something. Wrong.

What you really want to do is put together an entire strategy of once you get that email address what are you going to do after that. Can you put together a series of emails — a really a plan — that nurtures that lead, and those leads you’re going to get, through a sales process that, with the help of a CRM or a platform, allows you to see how many times those leads come back to your content? You can say, maybe by the fifth time, or the 10th time, that they come back that really is the right time to then go back to them with some sort of asked for a call or meeting.

I’m very impatient and I’ve learned the hard way that the worst time to do it is right after they give me their email address.

So, again, make sure that you have a nurturing plan in place. That’s really the secret of content marketing, right? You want to make sure that you have a nurturing plan in place, so you start a conversation, you start a relationship, so by the time you do reach out to them, they’re going to know who you are and have a good relationship with you. And, you’re going to know that hey they’re going to know who I am, so you’re not starting off the relationship cold. Because, really, that’s a cold call, right?