How to build a relationship with leads in the digital environment?

What we mean when we talk about lead nurturing?

Lead nurturing is a marketing expression that refers to building relationships with potential customers even when they are not yet intending to buy your product or use your service.

In order for customers to identify you as a trustworthy and high-quality provider and subsequently decide to make a purchase, you have to communicate with them in line with their level of interest and purchase readiness. Are you even aware of where your individual customers are along the purchase path in order to be able to actually do this?