B2B lead generation


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B2B lead generation

  1. 1. How to demonstrate your B2B <br />Expertise for new customers<br />
  2. 2. Are you a B2B marketer?<br />B2B is a great place to work as a marketer <br />the rules are different from B2C<br />Stimulating in-bound leads is tough<br />Your website is a key component of your marketing strategy and tactics<br />Are you using it well enough?<br />
  3. 3. How to demonstrate your expertise<br />White Papers<br />Webinar<br />Weekly Question and Answers<br />Blog Posts<br />Case Studies <br />“Interview” Colleagues<br />
  4. 4. Getting prospects to buy<br />If you are selling services or selling to other businesses, B2B, then showing off your expertise is a great way of getting new prospects to consider buying from you.<br />While running a website check for marketing effectiveness, we noticed a great offering by Hubspot.<br />A weekly webinar.<br />
  5. 5. So why host a webinar?<br />Selling intangibles is difficult at the best of times and internet services such as SEO is an example of a service that is hard to 'touch and feel' and you cannot predict the outcomes for your own company except by comparison with others who have already bought the service.  <br />A webinar to demonstrate a product is a useful marketing tool.<br />
  6. 6. The Hubspot offer<br />
  7. 7. What's in it for them?<br />By getting you to submit your site for their free service they:<br />find out about your site<br />get your contact details for marketing<br />get a long list of inbound leads for sales<br />have a weekly new case study to add to their marketing collateral<br />continue to test and improve their test tools with new sites to verify their algorithms and SEO tools<br />
  8. 8. So how do I use this?<br />Take a new look at your own lead generation programme.<br />Do you know who visits your website?<br />Have you got new content being posted regularly?<br />Is there a place where prospects can see your expertise demonstrated? [white papers, client recommendations, case studies, newsletter articles, advice]<br />
  9. 9. Things you can do <br />Test out a couple of the concepts suggested for your company website<br />Set up a landing page - don't link to it from anywhere else on the site<br />Draft two versions of an email advertising your online demo <br />Include a specific request for advice and feedback - tell the recipients they are special and you need their views<br />Send out one to a short list of email addresses - include past clients, current clients and prospects.<br />Send the other to a similar list<br />Which gets the best response?<br />Send the more successful to a wider email list<br />Review and adapt<br />
  10. 10. Get in touch<br />Have a free 20 minute phone briefing with us<br />Tell us about your situation<br />Ask questions<br />Get quick advice<br />rebecca@creativeagencysecrets.com<br />