Tag Archives: target audience

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

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

Back from a Lead Generation Vacation :-)

Posted by Helen Steidinger on Fri, Aug 17, 2012 @ 02:57 PM

Well, we are back from vacation.  Lead generation continued, though!

In Pensacola, we talked to the CEO of a company who might ultimately become a prospect.  His company is developing software to be used in a niche market.  The software is easy to use, and he plans to develop it so that it can be integrated easily into a marketing package.  Hurrah!  That’s what we like!

But, this was supposed to be vacation!

Taking a break from business wasn’t easy, but it is necessary.  It seems to be the best way to “replenish” and “refresh” one’s self.  Here are my suggestions when taking a break (or a vacation):

1.)  Try to get your work to a point that things can go “on hold” so you can “let go”

2.)  Plan enough time to allow yourself to disconnect (I need two weeks)

3.)  Before you go, sketch out your plans for your time away… make them fun and interesting

4.)  Allow yourself time to relax, but keep focused on enjoying the time

5.)  Don’t waste time… It is important time and valuable to your career

6.)  Disconnect… totally disconnect… it is good for you!

If you follow these instructions, getting back into routine once you are back in the office shouldn’t be too difficult!  It allows you to take a whole new look at things in a refreshed way.

Really, if you haven’t taken a vacation…it is time you do!

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