Update esmc

Here’s how you can quickly update ESMC using the ESET Web console

What is ESMC?

ESMC stands for ESET Security Management Centre – it enables you to centrally manage all ESET products on servers, workstations and mobiles. Using the web console you can manage tasks, deploy ESET Solutions, enforce security policies and respond to issues arising through the remote computers.


To manage remote devices and to update ESMC-

  1. Login to the ERA (ESET Remote Administrator) Portal using a web browser (Google Chrome preferred).
  2. To check if an update is available, or to update the product, go to the help button (question mark) > Update Productupdate section
  3. Once you click on it, you will get an update popup. The popup will suggest and prompt you to take backup of all ESET Certification authorities (CA), Peer certificates and ESMC database.certificates
  4. To take backup of the above certificates, click on the open certification authorities (ca)or click on peer certificates  It will take you to certificate locations respectively where you can export them one by one.


Why take a backup of these certificates on ESMC?

As part of the installation/update process, ESMC needs a peer certificate for agents and a peer certificate authority and a certificate authority (CA). All these certificates are used to authenticate all the ESET Products that have been distributed under your license. For example, you can create a server certificate which will be required for distribution of ESET Server products.

  1. To export the certificate, click on one of the certificates and select “Export Public Key” It will download the certificate automatically. Follow the same steps for all certificates.

For database backup, click this link, which is suggested by ESET support. Or you can click on the OPEN DOCUMENTATION option to direct yourself to this link


Steps to take backup of the database

After taking backup we can go for an update. For that, Click the UPDATE button. An update of your ESMC Server is scheduled – in Client Tasks you can find a new client task that upgrades ESMC components on the computer where ESMC Server is installed. To update other ESMC components on the devices connected to ESMC Server to the latest version, you can trigger the Security Management Center Components Upgrade task directly from the update popup window.



  1. After triggering the task you will lose connectivity of ESMC Console for some time until the ESMC upgrade process is done.
  2. Verify the updated version by going to appwiz.cpl or by login into the ESMC portal again and going to Help> About.
  3. Verify the connectivity after upgrading the ESMC by login into its Portal.
  4. Make sure that ESET Protect Server and Web console version (8.0) must be the same after update (refer given below SS) otherwise, it throws an error.


Some frequently asked questions:

What is ESMC console?

The traditional ERA Console has now been replaced by the ESMC (ESET Security Management Center) Web Console. It is the primary online interface that allows you to virtually administer and manage your clients and network from anywhere.

How do I access ESET management console?

If you are on a local ESMC Server: Open an ESMC-compatible web browser and type https://localhost/era in the address bar and you’ll be able to access the ESMC Web Console.

If your ESMC Server is accessible to outside connections: Open your web browser and type https://%yourservername%/era   Here you need to replace %yourservername% with your actual IP address or name of your web server


Which are the core components in Esmc 7 that must be installed?

For a perfect deployment, we recommend the following core components to be installed:

ESMC Web Console

ESET Management Agent

ESMC Server 


Is ESET Free?

ESET isn’t free but you can get a 30 day full-featured, free trial across all its 3 categories: Essential Protection, Advanced Protection and Ultimate Protection

Can you protect multiple devices using the free trial?

No. You can cover only 1 device during the trial but once you purchase the product, multiple devices can be secured via the ESET product of your choice.

Will ESET work if there is another pre-installed cybersecurity software?

It is best to uninstall any other software in the same category for this to work optimally.




We keep uploading new blogs quite frequently on our website- keep an eye out for those.

Lastly, if you need help with more such IT Solutions, feel free to reach out to us. We’ll be happy to resolve your queries. 


Sophos SSL VPN – Save Password

Sophos SSL VPN is a VPN software that establishes a highly encrypted and secure tunnel for remote workers to connect to. The end-to-end encrypted tunnel requires both an SSL Certificate and a username and password combination for authentication and to create a secure connection.


Sophos SSL VPN Client does not allow to save the username and password credentials by default. However, there is a workaround to save the username and password.



How to Save Password in a Sophos SSL VPN Client

  1. Create a text file with username in one line and password in the next line
  2. Save the file name as Password.txt
  3. Save it to the path location “C:\Program Files (x86)\Sophos\Sophos SSL VPN Client\config”save credentials sophos ssl vpn


  4. Run Notepad with Administrative Privileges
  5. Open the configuration file in the above location. Scroll down to the line “auth-user-pass” and update that to:
    auth-user-pass password.txt


That’s it! You should now be able to just double click the Sophos SSL VPN Client icon and it will log in automatically without you having to enter the credentials.



However, we would like to bring to your notice that we do not endorse this. because if your systems’ security gets compromised for eg: A hack, then it could fall into the wrong hands.


We keep uploading new blogs every week on our website- keep an eye out for those.

Lastly, if you need help with more such IT Solutions, feel free to reach out to us. We’ll be happy to resolve your queries. 


Linux Server- Backup Directories & Files

Linux Servers are one of the most flexible and safe servers providing high-end security. Many admins and developers use Linux Servers to keep backups of their data and files. This blog explains how you can back up the individual files and directories in a Linux Server. 

For demonstration purposes, we’ll be working on Ubuntu, one of the most popular Linux Servers. Folders in Linux are addressed as Directories.

Step 1: 

Creating Directories- If you do not have any directories created yet, create a directory as per the below screenshot. 

The mkdir function helps create new directories. We have created a directory named FileforBackup

linux server- mkdir


The ls function will show you the created directories and files. 

linux server- ls


Step 2: 

Create files-  create multiple files inside the directory by using the cat command. 

linux server- cd



Step 3: 

Create one more directory to store the backed-up files so we can store the entire directory or file in the specified location. We have named the directory as “Storage Location”

linux server- directory for backup


If you want to take backup your files to any external disk or external storage by using the mnt command mount the external device and you can specify the external device path. 

Step 4: 

In this step, we can find the path of directories by using PWD command. 


mnt function

Step 5: 

By using rsync command, you can easily can take backup. 

Use the -a (archive) option to preserve attributes of files.

The -v (verbose) option forces rsync to list the files as they are being copied.

The syntax should be as follows: rsync specifiedpath destinationpath 

 the syntax


Step 6: 

You can find the backed-up file in your destination path. 

rsync function

Lastly, complete the backup process by using the rsync command. 

In the same way, we can back up the entire machine to any specified location as well.

Note: If you use any external hard disk or any external storage device to make a backup you should mount that device in any specified location.  


How we can help:

Our server team can help with the installation, configuration, deployment and monitoring of Windows/UNIX/Linux based servers. Want to migrate or do an audit of your server? We help you with all your server needs along with proactive support for the server and IT infrastructure.


Let’s Encrypt- Upgrade Win-Acme Version 1 to Version 2 

Win-Acme has reached end-of-life (EOL) for Version 1. Any renewals running on v1 will not work and it’ll have to be upgraded to win-acme v2. Followed by, the certificates being imported from v1 to v2. This blog will walk you through how you can upgrade win-acme version 1 to version 2.

Let’s Encrypt is a non-profit Certificate Authority that provides TLS certificates. These are free certificates to protect the traffic between your website (domain) and visitors. TLS stands for Transport Layer Security and SSL (Secure Socket Layer) is its predecessor. 

TLS Certificates are digital or private key certificates and files that are used to certify the ownership of a public key. 

The Certificate Authority (CA) signs and certifies indicating that they have indeed verified it and that it indeed belongs to the owners of the said domain. 



What information is carried by a TLS or SSL certificate? 

TLS or SSL Certificates contain: 

  • Domain Name 
  • Sub-domain Name 
  • Organization Name 
  • Name of the CA
  • Date of Issuance and expiry 
  • Digital Signature 


Port 80- Indicates HTTP- connects users to an unencrypted network 

Port 443- a default port for a secure encrypted protocol- Indicates HTTPS- connects users to a secure network. The port enables encrypted communication to pass between the server and the browser. 


What is Win-Acme? 

Win-Acme (Automated Certificate Management Environment) is an ACME client for Windows, hence win-acme. It is used with Let’s Encrypt, which was formerly known as letsencrypt-win-simple (LEWS). 

If you are considering using Let’s encrypt, win-acme will provide you with an automated and reliable way to renew the certificate. 

Ultimately, the most important aspect of any ACME client is the automatic renewal of the certificate. Win-acme creates a single scheduled task to renew all certificates on a server. This task does all the work to renew the certificate as soon as the first certificate is created.


This article will walk you through how you can perform the update: 

    1. Download win-acme v2.1.18
    2. Extract the contents of the zip file to a folder in the C drive
    3. Open the destination folder and run the file named “wacs.exe” (shown below) with administrative privilegesupgrade win-acme setup file
      win acme 2
    4. Select Option “O” followed by Option “I”. O will help manage renewals and I will import scheduled renewals from the previous version of win-acme. This will give you a list of options. You can go with the default options unless there are any settings that you need to modifyupgrade win-acme option Owacs3
    5. Now that you have imported the renewal tasks to the new client version, you can view and manage the renewals using option “A”.  Or you can directly select Option “R” which shows the number of renewals that are currently due.

Final step- upgrade to winacme version 2

Post-renewal and upgrade of Win-acme 

Post the renewal initiation, it will ask for the email address that you would like to receive your notification on, for any reminders and notifications.  

As with the previous version, make sure that port forwarding for port 80 and port 443 has been set up to the server.  on the IP address being resolved on the hostname for certificate SAN (Subject Alternative Name). Otherwise, the verification by Let’s Encrypt will fail and the certificate renewal will have an error. 



Fetch Office 365 group details

Here’s how you can fetch all Office 365 group details

An O365 Administrator has the right and the duty of managing all the users in the portal. By running this script, a Global Admin can set parameters and at once fetch any data they need from all the groups present in O365. 

The script will connect to Azure AD (Active Directory) first and extract details of each group present in the directory.

The admin can change the parameters as per need and decide on what the output will be. The output will be exported in a .CSV file and will be stored in C Drive. You can also change the storage location path and the file name too. 


How to Run the “Fetch all O365 Details” script : 

Step 1 

Open PowerShell as an Administrator 


Step 2 

Write command Connect-AzureAD. Press Enter 


Step 3 

Post this step, a login window will pop up in which you need to enter the credentials of the organization for whom you need to pull out the data or report

Script- O365 login

Step 4 

Once you successfully log in or connect to AzureAD for your respective user or Organization you can get the information about the Account in which you are logged in, environment, Tenant ID etc… 

Script- O365 Step 4



Step 5 

After that, you need to copy and paste the script into PowerShell and press enter. 

NOTE:  This is when you can choose the location path for the .CSV file. Mentioned below in ScreenShot. 

Step 5



Step 6 

Once the script runs successfully, the .CSV file storage path will automatically show up in PowerShell. Once you hit enter, your chosen file name will be exported to the chosen storage path accordingly. 

In this case, we have set C: Drive for file storage and set DATAforBLOG as a file name.

Step 6


Script Hub -Explore a library of free Powershell Scripts

To find more such useful PowerShell Scripts, head over to Script Hub in our Resources Section.



We keep uploading new blogs quite frequently on our website- keep an eye out for those.

Lastly, if you need help with more such IT Solutions, feel free to reach out to us. We’ll be happy to resolve your queries. 

Disconnected Domain Controllers

Disconnected Domain Controllers- Here’s the Solution

Windows Server 2016 standard with Server Essential role installed as PDC displayed a critical alert saying “Disconnected Domain Controllers” 


An introduction

The role of a Domain Controller (DC) is to authenticate and validate users and their level of access on a network. Whenever a user in the network logs in to the domain, the DC validates their credentials based on which they are either denied or allowed access. 

Often there are 2 Domain Controllers in a network, a Primary Domain Controller (PDC) and a Secondary/Backup Domain Controller (BDC). Both of them should be in sync. The PDC maintains the main directory database to validate the users on their network. Whereas the BDC contains a copy of the same. If ever there is a problem in the PDC or the database in it gets compromised, the BDC can be used. 


The issue – Disconnected Domain Controllers in Windows Server Essential 2016

After a recent password change, the server running the Windows Server Essential was not receiving any signal/heartbeat from the domain controller. Here’s a screenshot of the Windows Server Essential Dashboard which displays the Critical Error of disconnected domain controllers.

The error message

Possible Causes 

  • Lack of network connectivity 
  • Missing DNS entries 
  • Root hits missing or resolution issue 
  • PCNS issue 
  • PCNS target missing 
  • Time synchronization issue 
  • Integration break between an on-premise server with O365 in Server Essential 


If the PCNS (Password Change Notification Service) Target is missing: 

  • Go to the Start Menu and launch the ADSI. Edit MMC and connect to the Default naming context [DC01.domainname.local], DC=domainname, DC=local => CN=System => CN=Password Change Notification Service

    adsi next step
  • The attribute field would be empty (If it exits take back up & delete it)connection settings
  • Navigate to the path:
    C:\Windows\System32\config\systemprofile\AppData\Local\Microsoft\Windows\SchCache and rename the *.sch files
    rename .sch files
  • Navigate to the path %LOCALAPPDATA%\Microsoft\Windows\SchCache and rename the *.sch files
  • Restart the Password Change Notification Service





Go to path C:\Program Files\Microsoft Password Change Notification

Then, open Command Prompt,

command prompt


Add PCNS target manually by running the below command:

“C:\Program Files\Microsoft Password Change Notification>pcnscfg.exe ADDTARGET /N:ESSENTIALS_PWD_SYNC_DC01 /A:PDC01.domain_name /S:ESSENTIALS_PWD_SYNC/ PDC01.domain_name /FI:”Domain Users” /F:3 /I:60 /D:False /WI:30”


  • Now PCNS Target should be added successfully
  • Check the target list by running the “pcnscfg.exe list” command. There must be a target that was added as per the above command

    Now the disconnected domain controller alert should be resolved.



We keep uploading new blogs quite frequently on our website- keep an eye out for those.

Lastly, if you need help with more such IT Solutions, feel free to reach out to us. We’ll be happy to resolve your queries. 



Infrassist Technologies Pvt. Ltd. is ISO 27001:2013 Certified

Infrassist Technologies Pvt. Ltd. is proud to announce that we have been certified with ISO 27001:2013 for the second consecutive year. This certification is proof of our persistent efforts to serve our clients and safeguard their data.  

The adoption and establishment of an Information Security Management System (ISMS) enable us to preserve confidentiality, integrity and availability of information by applying a risk management process. The system is a part of our organizations’ processes and overall management structure. This gives a surety to us, our customers and prospects that we have an appropriate system in place to ensure minimized risks and efficient management. The ISMS at Infrassist conforms to the standards and the processes in place are adequate for the risks identified. 

Our ISO 27001:2013 certification shows that we provide 24x7 superior Network Monitoring and Managed Security Services to clients for Data and Information Protection. 


What is in it for our clients? 

This certification ensures that our clients can count on us for the safety and security of their data, which is our utmost priority. Your data is in safe hands.

An ISO 27001 Certification helps us:

  • Keep confidential data secure and allows secure exchange of information. 
  • Minimize risk exposure 
  • Have a competitive advantage 
  • Show that we are consistent in our service delivery 
  • Protect the company, its assets, shareholders and directors 

However, we don’t stop here. We assure you that we will maintain this standard and go above and beyond to ensure that your data is safe. We also promise to continually improve our Information Security Management Systems and abide by its norms and specifications to retain the trust and exceed the expectations of our valuable clients. 

Besides, in case you want to view our ISO certificate, feel free to reach out to us. 



Enable Automation via Scripting

Reasons why you should Script and Automate  

What is Scripting and Automation? 

Many organizations prefer automation not to reduce their staff count but because they want to do more with their existing staff. Enable Automation via Scripting and it can save time and reduce man-hours on repetitive tasks. The mundane IT tasks will not coincide with employees’ routine tasks. The admin can run a script and operate and execute a single operation for multiple workstations. A Script contains a launch point, a source code, variables and syntaxes which has binding values. 


Why Scripting and Automation? 

Let’s assume that XYZ Organization has 100 people in their organization, and there is a need to install a particular software on all systems, you can do that by running a script.  

Application Installation Script helps you do that. This script can be modified according to your organizational needs; one has to change the URL and name the software they want to install. Run the PowerShell script and it will install the software silently and the employees’ work will not be hampered. 

Assume that XYZ Organization wants to clean up all temporary files and junk files from their users’ system, XYZ can execute the action, at once by running the Disk Drive Cleanup Script. 

Have multiple users been moved from or left your organization but their user profiles are still active? With the Delete Unwanted User Profiles script, you can delete User Profiles that have remained inactive for X number of days. The days can be modified according to your needs 

These are just a few of the many functions a script can enable you and your organization. 



  • You can automate your mundane tasks 
  • Save Time 
  • Increase employee productivity 
  • Reduce Manhours on repeated tasks 


Why Script Hub? 

The main aim behind creating a webpage/ a Script Library is because we want it to be a one-stop-shop for all your scripting needs. The PowerShell Automation Scripts we have uploaded on our Script Hub Web page range from Scripts to clean up C drive to scripts that create bulk users in the active directory. 

And if you do not find a script that you were looking for, you can even send us requests citing your requirements. Enable Automation via Scripting using our PowerShell scripts to smoothen your operations, while we take care of all the back-end technicalities. 

We’ll be adding new scripts to our Script Hub on a monthly basis. Our Script Library also gives you an option to Subscribe, so that every time a new script gets uploaded on our website, you’ll get notified. 



Our intention is to make our Script Hub a one-stop destination for you to find various Scripts. Our Scripts are a culmination of scripts and syntaxes we have gathered from various sources over the Internet. Although all the scripts uploaded on our website have been tried and tested by our team of engineers, we do not guarantee seamless execution. PowerShell Scripts don’t work on a one-size-fits-all concept, with the intricacies of Managed Service Providers (MSPs), it can be rather difficult. Some scripts might work well for one and not for another. We suggest you run a scan before executing this in your system. 


Microsoft VIVA- The new Employee Experience Platform

Microsoft has always taken a step towards enhancing workplace collaborations and communications. A platter filled with tools that fulfil all your business needs that lets you stay in touch with everyone, ease collaborations and tools that enable every employee to receive constant updates, whether it be Microsoft Teams, SharePoint or OneDrive. Aligning with the idea of sharing and collaborating, Microsoft has come up with a new tool, a new product named Microsoft Viva. platform designed to help people collaborate efficiently, gather knowledge, learn & engage. 

Let’s know more about the tool. 


Microsoft VIVA 

Aimed at enhancing an employees’ remote work experience by connecting and collaborating, Microsoft Viva is an “An AI-powered solution that discovers, organizes and surfaces what matters”. It will act as an Employee Experience Platform (abbreviated to EXP) aimed at increasing employee productivity, proper communications and prompting employees to take a break.


How can MSPs benefit from Microsoft Viva? 

With the onset of COVID-19 and workplaces shifting to individual houses, collaborations, learning, sharing insights, has been difficult. Although Microsoft Teams has made it very easy for geographically dispersed employees to connect and communicate, with VIVA, Microsoft has taken a step ahead. The entire workforce was forced to work-from-home during the pandemic and so were MSPs. A platform like Viva could prove really helpful and was designed keeping in mind seamless collaborations and learning to take place. All these Apps would be made available through Microsoft Teams which has over 115 million users on a daily basis.

To enhance the employee experience, Microsoft has teamed up with SalesForce, Headspace, Coursera, edX, Cornerstone OnDemand, Slack, LinkedIn, Workday, Skillsoft, Zoom, glint, SAP SuccessFactors and many more. 

VIVA has been bifurcated into 4 modules, Viva InsightsViva TopicsViva Connections and Viva Learning. Prices of each will be disclosed as and when they release them. They’ll be rolling out the modules over the next 3-6 months as an add-on to the m365 subscriptions.  

Viva Insights and Viva Topics are available for purchase as an add-on to all Office 365 and Microsoft 365 plans. You can see pricing here.


Viva Insights: 

Tenants who have enabled Viva Insights will be able to download the Insights App within their Microsoft Teams. 

There’ll be three tabs within Insights- Home, Stay Connected and Protect Time. The Home dashboard will have focused time- to help you focus on your core tasks and aiming at personal well-being there’s a tab for guided meditation. At the end of your workday, you’ll be shown an overview of your calendar for the next day, prompted to reflect on your day. Helping you wrap up your day in a mindful way. 

The Stay Connected feature will help pin people and will show you AI-based task suggestions clubbed with reminders regarding follow-ups.

The Protect Time feature will help block times for an individual so that he/she can focus. 

The weekly emails from Microsoft’s Cortana will help the employee set aside time for Learning, Connecting etc. The mail will also give Links to take up LinkedIn Learning courses. 


Viva Topics: 

Viva Topics will be available within Microsoft Teams itself.  Viva Topics will help an individual learn something new. During the communications that take place within teams if there is something that is new or unknown to the employee, they can simply hover over the word or the topic, which will then show you a Topic Card that shows a brief summary of the word. Along with the brief summary, the employees will also be shown who the experts are in the field and a list of related documents. When expanded, Related Topics, discussions, a repository of files related to the topic, etc. will be shown. 

These Topic Cards would be made available not only in Teams but also OutlookSearch and other M365 Apps. Users can also add and create new topics. 


Viva Connections: 

Think of it as a gateway to your digital workplace. It is “built on M365 capabilities like SharePoint to provide a curated and branded employee destination.” The content shared can be customized for specific roles within the company. Viva Connections will be rolling out in the near future: stay tuned for more news on this one at Microsoft Ignite 2021!  


Viva Learning: 

Being part of an organization that enhances ones’ skillset and knowledge, is what every employee wants. Where you learn every day and it aides an employees’ career growth. Viva Learning creates a central hub for learning within Microsoft Teams. The Learning Hub would help people discover, share, pin, recommend and learn from online educational platforms. 

On Viva Learning, employees can learn from online learning platforms like Coursera, edX, LinkedIn Learning, Pluralsight, Skillsoft and many more. Courses will be recommended to an individual with the help of AICurated courses would show the right content at the right time, to increases the chances of people viewing the course. 


Below we have answered some questions that you may have regarding the platform

Should one use Viva? Is it the same product, packaged differently? 

Yes, Indeed. Viva will be integrated with Microsoft Teams to enhance the employees’ experience. The platform is a culmination of various Microsoft features bundled and integrated into Teams. Microsoft Viva will be a one-stop-shop for an organizations’ needs.


How will it enhance productivity? 

Productivity will be improved because all different tools and functions offered in M365 will be available in a single platform- Microsoft Teams. You won’t have to juggle between different apps or software. 


How is it different from Microsoft Teams? 

It is different from Microsoft Teams in a way that many different features have been combined into the Teams Platform. The usual employee conversation and collaboration would still be intact with the benefit of enhancing conversations through learning, knowledge and prioritizing what’s important.  


Language Availability? 

Currently available in English, Microsoft will extend support in Spanish, French and German in the second half of 2021. 


As Viva Learning acts as a central hub for courses from Coursera, edX, Pluralsight etc., does one need to buy these courses or will they be available for free? 

Let’s say a Marketing Course was circulated in Viva Learning but there is a course fee to access and join the course; the user will have to pay extra. But since some LinkedIn Learning, Microsoft Learn offer lots of free courses, those course videos can be consumed for free. 


How useful is Microsoft Viva for Small & Medium Business (SMBs)? 

Although SMBs can use it, take their 30-day trial and see if they find it beneficial or not. But considering the prices of $5/per user/per month, it could be expensive for SMBs. Businesses that have a large workforce, big teams and a huge budget could find Microsoft Viva to be really useful.  





Lead Nurturing for MSPs

Lead Nurturing –an Introduction 

Do you reach out to a lot of leads but very few of them convert to sales? Do you feel your efforts go in vain? Many businesses feel that generating leads and convincing them is all there is, followed by the closure of the sale. Many often miss the main attribute in the sales cycle which is Lead Nurturing. This blog post is entitled to provide you with the knowledge you need in order to nurture your prospects/leads.  In simpler terms, Lead Nurturing is staying in touch with your prospective clients or your leads throughout the buyers’ purchase stages. 

Lead Nurturing your prospects encompasses making them aware of the services you provide, the problems that are prevalent in the industry and the solutions you can provide. From getting in contact with them for the first time to the purchase stage and even the post-purchase stageLead Nurturing is being in constant contact with your leads. 


Table of Contents

  • Lead Nurturing- An Introduction
  • The 3-step process
  • Lead Nurturing Strategies
  • How often should you contact your leads?
  • When to stop following-up?
  • Lead Nurturing Best Practices


You can nurture leads through Marketing messages– sent to those who have already shown an interest in your company. It can be in the form of Cold calling, e-mails, blogs, chat messagessocial media platforms etc. Equip them with the necessary knowledge and guide them through your marketing messages. 

The goal of lead nurturing is to increase your company’s’ brand awareness, thereby increasing your sales opportunities. A properly strategized and laid out lead nurturing plan helps you convert those prospects into paying customers and helps strengthen the sales funnel. 

Marketo report states that 50% of leads will never be ready to make a purchase. To convince that 50% to buy your product, you need to nurture them.

Let’s dive into some strategies to help you nurture your leads. 


The 3-step process: 

Lead Nurturing is a minor yet highly significant part of the entire sales journey. 

It can be further sub-divided into 3 stages: Awareness, Engage & Enlighten, Value Addition 

Awareness- Generate awareness regarding your company and the products and services you provide. After a brief introduction during the first call and the first follow-up, the lead might be interested in knowing more about you and your company in detail. This initial introduction phase is the “Awareness” stage. Send them collaterals of e-books, service brochures, blog links, website links etc. 

Engage & Enlighten– Engage them in a conversation, keep the conversation lighthearted, be concise and clear and keep them hooked. Enlighten them about the problems they might face, the services you provide and how you can help them solve their problems. Knowing the pain points of your leads will help you understand their problems better. Content like case studies, videos etc. will seem more convincing and appealing to the leads. 

Value Addition– Add value to your leads by providing them with data and statistics or knowledge that they were otherwise unaware of. This can be done via e-books, whitepapers, blog articles etc. 


Here are some Lead Nurturing statistics  

Lead nurturing statistics

The stats are hard to ignore. If you are a company that has many clients and you do not have a big enough team to e-mail or follow up with every prospective lead, the one tool that will help you stay in touch is e-mail automation. 




How to nurture your leads? 5 effective Lead Nurturing Strategies 

Here’s a list of 5 Lead Nurturing strategieswhich will help you curate your Lead Nurturing campaign, effectively. 

1. Regular e-mails: 

A thread of e-mails that you send to you customers should take your leads through your company journey. Talk about your beginning, your vision and mission, your customers, links to case studies and blogs etc. Tip: To retain your existing customers, you can send links of the latest blog or a case study. Sharing these with your existing customers would not only benefit them but your company as well. 

E-mail Automation is always a good choice but in case you haven’t automated your e-mails and you still send out e-mails manually, make sure you: 

2. Personalize:

Address the person you are e-mailing to by referring to them by their first name. When you reach out to a prospect via call, address them by their namewhich adds a personal touch. It also creates a positive impact. Although geography plays a major role here too. It all depends on where your clients are from and their personal preference. Ideally, it is recommended to address people by prefixes like Mr/Mrs/Miss and if they do permit you to address them by their name, then do so. 

3. Add Value:

One of the steps we discussed earlier, was Enlighten, you need to enlighten and educate your customers by sending them e-mails that have information that could be helpful and valuable to them. 

Each interaction you have with your lead should have a purpose and a Call-to-Action (CTA) in the end. 

4. Call them up:

It’s easy to get carried away with nurturing your leads through e-mails. But there’s nothing better than calling your leads and engaging them in a casual yet productive call. Talking to your lead on call helps establish a layer of trust. The confidence in your voice, the casual conversation that help builds rapport are all little things that can make a significant difference. Who knows, after the call, your lead might reconsider his decision and start a partnership. 

5. Social Media:

Yes, you read that right. Most IT companies negate Social Media from their campaigns but that is an underestimation. An active presence on Social Media and sharing personal stories on these accounts can lead to building trust. Not only that, it helps generate awarenesshelps enlighten and educatand add value to their feeds. Social media is where you can take the liberty to not only add value to your clients but also add a personal touch. 


How often should you contact your leads?  

There’s a difference between keeping in touch with your leads and pestering them with marketing messagesNo one likes repetitive sales calls, messages or e-mails that irritate, especially when there are numerous other salespeople vying for attention. Figuring out the right amount of contact for a new lead can vary for different leads. 

But if you don’t put out marketing messages at the right time, chances are that your leads will forget that a company like yours exists. And that is why it is crucial for you to leave a mark on your prospects’ mind, in the very first few conversations. 

The biggest drawback of outbound lead generation is that you contact your customers not when they “need” it but when you “need” it. So, customers would listen to you if they are in the need of it. Striking the right chord at the right time is the deciding factor here. 


But how often is too often?  

Well, there is no pre-defined “number” that exists but you can judge the persons’ interest by their interest in what you have to say. 

  • Do they divert the topic or stick to the topic? 
  • Are they eager to hear you out on what your company does and what you have to offer or are they just beating around the bush? 
  • Do they put off the call for a later time and avoid discussion by postponing, repeatedly? 
  • Do they read your e-mail/messages and not respond, always? 

The interest and eagerness indicated from their side will give the answer to “How often should you contact your leads?


When to stop following-up? 

The interest level of the clients has the answer 

Not all leads are worth nurturing. Client interest levels are determined by their behaviour and response towards the interaction. The experience will help you pre-qualify the extent to which a prospect should be chased. It will help determine the effort that should go into converting the sale. 

Clearly not Interested- When the person tells you the very first time that he is not interested, he/she is not a lead, so better not contact them. Well, most of them would never buy but some of these just need to be nurtured more. Even if they don’t buy, they will recommend your company to someone else based on the positive experience they have had with you. 

Partially interested– For example, let’s say that a prospect has said that he/she might have something in store for you after 3 months. Do contact them at that time to talk business. Make sure you keep in touch with them through calls or e-mails or messages even prior to that. This acts as a reinforcement and when you contact them later, there are high chances of conversion. 

Interested– The people who eagerly listen to you and have told you that this is something that they are looking forward to, then that is a green signal. If you get in touch with people like these, then make sure you follow up diligently. If they are interested, it just makes things easy for you, convincing them becomes easy. 

Interested but call me later– You’ll come across people who are actually interested but are not free to talk, they need you to contact them at a later time. Ask them for their availability and reach out to them soon. 


Lead Nurturing Best Practices 

  • Do not contact your leads every day 
  • Personalize e-mails by addressing your clients by their first name- adds a personalized touch 
  • E-mail segmentation– every e-mail is not suitable for every prospect 
  • Ask for feedback  
  • E-mail is not the only way to contact your leads, call them 

The end goal of lead nurturing is to trigger a positive reaction or take your company into consideration when they need it. Employ these strategies and best practices and there are high chances for you to convert your lead into a customer. 

And if you’re experiencing customer churn; here are some strategies that will help you retain your existing customers.