Important: Know Your Target for B2B Lead Generation

Posted by Helen Steidinger on Sat, Nov 05, 2011 @ 01:40 PM

For any B2B Lead Generation program, it is critical to know the specific person or company type that you need.  Think in terms of industry type, company size, position(s) within the company, personality type, annual sales volume of the company, and multi or single locations.

Ask yourself these questions:

1.)  Who needs my product/service?

2.)  Who knows they need what I am offering?

3.)  Who realizes the value in hiring an expert for my service?

The answer to these questions might be a perfect fit for your particular product or service.  Try to build a “persona” around the ideal prospect you want.

Then, take that persona and create a list.  Your list can come from companies you already know, from online searches, and/or from a list company.

In today’s market, it is not difficult to get a list created around your “persona” or criteria.  You can search online for “mailing list” and you will get thousands of results.

However, be careful as some of these companies are not reputable.  Find out if they keep their lists current and clean and/or if they have statistics on their “return” rates.  Look for reviews online and see what others are saying about them.

Knowing your target and then getting a good list is critical to any B2B lead generation campaign.

If you need help creating your “persona” or finding a list, feel free to call us at (815) 692-3710 or email us here.

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The Business Connection

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