60 Ways To Generate Leads from A-Z: The Letter B

Today we look at some of the ways we can generate leads that start with the letter B:

1. Blogging: This has become a must-have for any serious B2B marketer. Once considered a fad, or something too difficult to control, marketers now recognize the power in giving key stakeholders a voice and leveraging the internet as a platform. Blogging helps you reinforce your brand, develop your people as brands within your corporate structure and a useful medium to deliver targeted messaging. When combined with RSS, podcasting, and other Web 2.0 conventions, Blogging becomes a great way to generate demand. Makes sure every post has a relevant link, like this: www.pedowitzgroup.com/blog so that you can track how effective your blog is at driving traffic back towards your website.

2. Banner Ads: Typically these deliver less than a 0.5% response rate, but depending upon the site and the cost of the ad, they may be useful in reinforcing a targeted campaign. Again, make sure the landing page URL is unique to support the ad. Don’t send the respondent to your home page.

3. Benchmarking Assessments: Everyone loves to be benchmarked and see how well they stack up against the competition. When you can deliver a valuable assessment that rates a respondent in a critical business area, you build trust and confidence as a thought leader and then you can use that data to build a master database of highly relevant market data that you can repurpose. The people that fill out the assessments also generally provide much more information than just a white paper download, so you can feed this into your lead scoring program to determine how to handle. Most of your competitors won’t do this type of service, so if you are looking to distinguish yourself, this is a great area to do it.

4. Breakfast Meetings: The power lunch has moved to the power breakfast. Most executives are too busy to take long lunches, but getting an exclusive briefing first thing in the morning before the crazy day starts is always a good play. When you can have an analyst or top name customer join you for the breakfast, you should have no trouble attracting some of those executives you have been coveting.

Stay tuned for the letter C…