Lead Generation Techniques – Know Your Product (or Service)

By tbc_admin on February 18, 2014 0 Comments • Tags: #b2b #b2bmarketing #leadgeneration

Posted by Helen Steidinger on Sat, Oct 29, 2011 @ 12:52 PM

In my previous blog article, I said that one of the basic steps in successful lead generation is “Identify the specific product/service that you are marketing.”

This may seem like an obvious thing.  But, it isn’t.

You may think you know exactly what you are marketing.  The key is can you explain it in 30-seconds or less?  AND, do others correctly interpret what you are saying?

If someone asks you, “What is it that you do?”  Or, “What are you selling?”  Do you have a powerful message that explicitly states the benefits to anyone remotely interested in a short amount of time?  Some call this your “unique selling proposition” (USP) or “value proposition.”

Take the time to write out your USP and ask 10 people (preferably people who don’t know you on a professional level) if you could rehearse to them and see if they could tell you in their own words what you do or what you sell.  If you are satisfied with their response, then you are well on your way to generating quality leads!

Click here if you would like some help developing your USP.

If you really want to test your USP, approach 10 strangers (who might be in your target audience) who have no idea what you do and ask them the same thing.  It is critical that you have a pretty good start to developing your USP before you attempt this.

Just realize… if it goes well, you may win some new clients!

As a rainbow is a symbol of promise… a well-developed USP is a good start to a promising business!


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