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Track II — Marketing · Module 2B 2.5 hrs

About this module

Lead generation is only the beginning of the sales process. Many businesses lose potential customers because they fail to consistently follow up, build trust, and guide prospects toward a buying decision. This workshop teaches entrepreneurs how to systematically nurture leads using practical communication, relationship-building, timing, and follow-up techniques.

Participants will learn how to create structured nurturing systems that increase conversion rates without becoming overly aggressive or time-consuming. The module focuses on real-world approaches suitable for small businesses operating in Ontario and across Canada.

The workshop emphasizes practical implementation using email, phone calls, CRM tools, social media, appointment follow-ups, educational content, and customer relationship tracking. Participants will also learn how to identify buying signals, segment leads, and prioritize high-potential opportunities.

Learning objectives

By the end of this workshop, participants will be able to:

  • Understand the role of lead nurturing within the sales cycle
  • Build structured follow-up systems that improve lead conversion
  • Identify different types of leads and prioritize sales efforts effectively
  • Use email, phone, social media, and educational content strategically
  • Recognize buying signals and know when to move toward closing the sale
  • Track, measure, and improve nurturing performance using simple tools and KPIs

What you'll walk away with

Participants will leave with ready-to-use nurturing workflows, follow-up sequences, and conversion tools built during the session:

  • Lead Nurturing Workflow Templates
  • Follow-Up Scheduling Systems
  • CRM Tracking Spreadsheets
  • Email Follow-Up Sequence Templates
  • Phone Call Scripts & Voicemail Scripts
  • Lead Qualification Scoring Sheets
  • Re-Engagement Campaign Templates
  • Sales Pipeline Tracking Tools
  • Customer Touchpoint Planning Templates
  • Lead Segmentation Worksheets
  • Conversion KPI Calculators
  • Appointment Follow-Up Templates
  • Customer Objection Tracking Sheets
  • Referral Request Templates
  • Sales Activity Tracking Dashboards

Who should enroll

Entrepreneurs who generate leads but struggle to convert them into paying customers
Small business owners who follow up once and give up when they don't hear back
Ontario operators with a growing pipeline but no structured system to manage it
Founders who want to increase revenue from existing leads before chasing new ones
Service-based businesses that rely on consultations, quotes, or proposals to close sales
Anyone who wants a repeatable, low-pressure system for turning interest into revenue

This 2.5-hour workshop is structured around six teaching blocks, each paired with a practical exercise you complete using your own business as the case study.

01
Why Lead Nurturing Determines Revenue
Why most sales require multiple touchpoints, why businesses lose leads through inaction, and how nurturing interested prospects is faster and cheaper than constantly acquiring new ones.
02
Lead Segmentation & Qualification
How to categorize leads by readiness, fit, and priority using a simple scoring system. Participants complete a lead qualification scorecard for their own pipeline and learn how to focus energy on the highest-potential opportunities.
03
Building Structured Follow-Up Systems
How to design multi-touchpoint follow-up sequences across email, phone, and social media without overwhelming prospects. Timing, cadence, messaging tone, and when to walk away from a lead that isn't engaging.
04
Email, Phone & Social Nurturing Tactics
Platform-specific nurturing strategies — what to say in a follow-up email vs. a voicemail vs. a LinkedIn message. Includes ready-to-use scripts, email templates, and voicemail formulas participants can take and use immediately.
05
Recognizing Buying Signals & Handling Objections
How to identify when a prospect is ready to buy and how to move the conversation toward a decision without applying pressure. Common objections, how to track them, and proven response frameworks for small business sales.
06
Pipeline Tracking & Nurturing KPIs
How to manage a sales pipeline using simple CRM tools and spreadsheets, measure conversion rates at each stage, and build a nurturing dashboard that keeps your follow-up consistent and your forecasting accurate.

This module runs as a single 2.5-hour interactive workshop. Choose the format that works best for you.

Live In-Person Workshop

Held at our Richmond Hill facility. You'll work alongside other Ontario entrepreneurs in a hands-on environment with direct access to your instructor. Maximum group size ensures personal attention.

Live Online Workshop

Instructor-led via video with the same interactive exercises, group discussions, and real-time implementation. Participate from anywhere in Ontario without missing any content.

Workshop Structure

Every session follows the same proven format: 20 minutes of context and objectives, focused teaching blocks with practical exercises, two Ontario-based case studies, and a 30-minute action planning close.

What's included with every session

Full slide deck
15 templates & tools
2 Ontario case studies
Phone & email scripts
Pipeline tracking dashboard
25-question assessment

Marketing · Module 2B

Nurturing Your Leads

$250.00

Duration 2.5 hours
Format In-person or Online
Track Track II — Marketing
Assessment 25-question quiz