Tag Archives: b2b Lead generation service

Problem Solving Key to Successful Lead Generation

Posted by Helen Steidinger on Fri, Dec 09, 2011 @ 12:52 PM

As I mentioned in my last blog post, surveying your target market can demonstrate that you are truly interested in the success of their industry.

Developing an appropriate survey is dependent on:

1.)  The needs of your target audience

2.)  How your product/service solves those needs

3.)  Developing the right approach to demonstrate the benefits you can provide

If you have a list of prospects with whom you are regularly emailing, doing an email survey might be the place to start.  As with any email, the subject line is critical.  It is important not to come across as if you are selling something.  Your subject line might be:

– Help solve (one of the noted pains in the industry you are targeting) OR
– Do you have a solution for (one of the noted pains) OR
– Solving (the pain) yields more profits

Then, if you can, in the body of your email immediately tie your “story line” to the subject line.  In this way, the reader will feel satisfied right away that you are truly continuing with what grabbed their attention.

Your story might be an example of a client’s success.  It could be some statistics that show when (the pain) is solved what it yields.  It is important to be short and informative… don’t get off subject.  Your reader is busy and is reading to obtain some value or satisfaction.

Whatever your “story” might be, it should lead to prompting them to take the online survey.  Try to give them a compelling reason to do this.  Tell them how it can help them potentially solve a pain of their own.  Think about it from their perspective… So that even if they don’t know you, they will see benefit in taking the 1 – 2 minutes to complete the survey.

If you don’t already have an email list, your best next step might be to cold call a list of prospects.  You might be thinking… “no way!”  Stay tuned… It isn’t as hard as you think… especially if you truly care about helping your target audience…

Let us know if you have any questions or if we can help in any way!

 

Until next week!

Helen & Mary Beth

Is Your B2B Lead Generation in an Emergency State

Posted by Helen Steidinger on Fri, Feb 10, 2012 @ 06:03 PM

The fire sirens just went off outside my office…!  Where is the fire?  What is wrong?  Is someone hurt?  There is an emergency… somewhere…

Makes me think of the state of many companies’ B2B Lead Generation program.  Lead generation is so critical in the state of any company’s health.

How is your lead generation program faring?  In this economy, it isn’t unusual to hear… “My pipeline is dried up?”  “Sales quit coming in?”  “Cash flow is dwindling?”  Emergency situations are not fun.  What can be done to keep emergencies from happening?

fire truck-resized-600The solution goes back to an effective lead generation program.  Here are some tips to keeping your lead generation program vibrant:

1.)  Spend a little (at least) time on prospecting/lead generation each and every work day.

2.)  Implement a plan that you can temporarily “put on auto pilot.”  This could be pre-scheduled emails or blog articles.  (Make sure you have good call to actions that take your prospects to your website’s landing pages so they can become qualified leads!)  It might be that you hire someone or outsource part of the marketing plan so things are happening even while you (and your staff) aren’t working.

3.)  As I mentioned above, make sure that your website is ready and able to handle visitors who have an interest in your services.  If it is set up properly, your website can be the vehicle that handles many of your prospects questions.

For more information about how to set up your website as the “hub” for your lead generation, just email us:

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For some lead generation tips:

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Have a great weekend!

5 Tips to Accelerate Business Lead Generation

Posted by Helen Steidinger on Fri, Mar 02, 2012 @ 04:22 PM

Business lead generation is a very important part of the success of any company.  Without it, there is little chance for growth, let alone survival.

Granted, lead generation is not often “easy.”  However, because it is so important, the key is to find the best ways to make it a natural, comfortable, and positive part of the business.

First, a whole lot depends on management’s perspective of lead generation.  A first step – a critical step – is for management to place emphasis and importance on the role of lead generation and reward those who work hard to bring in the business (not just the sales people, but also those in marketing).

The acknowledgement from the top down that marketing/lead generation is important for business can do wonders for results!

Secondly, find a comfortable approach.  Consider your business… consider your target market… how do they think?  what is important to them?  what would get their attention?  Develop an approach that is comfortable for both you and them.  This could take some deep thought and creative thinking.  Brainstorm with everyone who plays a part in this critical task.

Plan ahead resized 600Thirdly, put together an overview of steps.  Plan it out from start to finish.  Don’t worry about writing up a 24 page document.  Just outline the steps.  Make it clear for everyone. Get started!

Step #4 – Team up with a buddy.  Following the outlined steps, set goals together.  Hold one another accountable.  It helps!

Finally, REWARD yourself!  Set the rewards ahead of time.  “If XXXX happens, then I will get to take off an hour early…etc.”  Cherish every success.  Let your buddy know.  Celebrate together if you can.

Follow these five steps and you will watch your business lead generation program grow!

For more tips, download our 2012 Marketing Tips e-paper now:

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Enjoy the weekend!

Using a Lead Generation Company: Is it Worth It?

Posted by Helen Steidinger on Fri, Aug 24, 2012 @ 05:20 PM

When exploring marketing alternatives and their related costs, the question often arises… Is it worth outsourcing lead generation?

We suggest you consider the following three items before making your decision:

1.)  How much time do you or your staff have to dedicate to lead generation?

2.)  Do you feel comfortable that you have identified the most effective way(s) to reach your target audience?

3.)  What is the “return on investment” from your existing lead generation campaigns?

Answering these questions honestly will give you good insight as to whether using a lead generation company is worth it.  Here is our quick “run-down analysis” to the question – Is using a lead generation company worth it?

1.)  If your answer to question #1 is less than 10 – 30 hours per week AND your company is in the growth mode, this is not adequate for many companies.  The challenge is carving out the time to effectively work in this area.

2.)  If your answer to question #2 is “no” or “maybe” – you might want to consider consulting with a lead generation company just for some ideas.  Remember, you don’t have to fully engage in campaigns if you connect with lead generation service companies.  You might be able to hire them for a few hours to give you ideas.

3.)  If you don’t know your existing return on investment numbers, we again suggest discussing this with the professionals.  These numbers can make the difference in achieving success.

Of course, all of the above suggestions assume that you are engaging with a PROFESSIONAL lead generation company.  Cost is always a factor, too.  For a 25-minute complimentary assessment regarding your specific situation, please email us!

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Also, take a little time and think through your goals.  This article might help you!

Need Rain? – Take a Look at Your Lead Generation Techniques

Posted by Helen Steidinger on Fri, Apr 13, 2012 @ 12:35 PM

raindropsIt seems that many of the areas of the country need rain… literally.  Here in Central Illinois, we had such a mild winter with very little snow.  Now, this spring, we have had almost no rain.

Coming from a family of farmers, we are wondering if there will be enough moisture for the corn and soybeans to grow… we’ll hope and wait and see!

From a business perspective… do you NEED RAIN?

Most often, some time during business cycles, we all need MORE rain.  Some companies have assigned “rainmakers” – most often these people are sales and marketing folks – responsible for business lead generation.

Let’s take a look at some ACTIVITIES to identify some specific lead generation techniques that could potentially “make rain!”  There are ideas all over the place… we just need to look and ask.

1.) Survey some prospects about their PAIN POINTS and CHALLENGES

2.) Brainstorm with other employees for specific ideas

3.) Talk to sales people in your company (and complementary companies) for their ideas

4.) Go online and read industry blogs for ideas (this blogs contains A LOT of ideas)

5.) Ask some questions on a forum

6.) Join a LinkedIn group that pertains to lead generation in your industry

Do you need some help?  Feel free to contact us… we can even schedule a complimentary 20 minute consultation call!

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