It’s safe to say when Facebook launched in 2004, most marketers didn’t realize social networking and social media would forever change how business is done. Don’t feel too bad if you were among them — Facebook co-founder Mark Zuckerberg probably had no idea he was unleashing a game-changing, lead-generating marketing tool at the time, either. Lots of marketing tools, tactics and trends began to gain traction with consumers as 2011 came to a close, and they continue to show promise for improved lead generation this year. Here’s what we think savvy inbound marketers should keep in mind as they plan, budget, analyze and adapt their lead generation and lead management strategies for 2012.
Continue Reading »
I’ll admit it. I’ve never been a huge fan of LinkedIn and as a result my profile and activity over the last couple months has definitely wilted. The problem for me is that LinkedIn doesn’t seem as exciting as Twitter or as cozy as Facebook. Yet the truth is that there are more professionals on LinkedIn than any other network, and it can be a great source of B2B leads.
Making sure your LinkedIn profile is optimized to be more attractive to potential leads is a must, so here are 8 tips to help you get your LinkedIn profile page revamped so you can generate more leads through LinkedIn.I have to admit, I have neglected my LinkedIn profile and activity in the last few months. It certainly isn’t as exciting a network as Facebook or Twitter; but I guess that’s not really the point of it.
Continue Reading »
New sales leads don’t always have to come in the form of a new person with new information. Sometimes it can be just as effective to treat lost customers the same way you would a new lead. Every business hopes its customers are loyal, but the reality is, we’ve all lost customers—whether it’s because they went to a competitor or they just stopped buying for no apparent reason. No matter the reason why they left, here are a few ideas you can use to win back former customers.
Continue Reading »
More marketers are trying more ways to find new customers. That’s the top-line finding of the Chief Marketer 2012 Prospecting Survey, fielded in November and December 2011 to 833 responding marketing professionals in all verticals of B2B and B2C marketing.
The reason is increased reach. “Prospects don’t answer their phones very often,” said one B2B respondent. “So you have to hit them from 360 degrees.”
The profusion of new channels is a mixed blessing, however. “They make marketing harder, in that the speed and force of information make capture difficult,” said another respondent. “But the number and interactivity of new channels makes for more opportunities.”
Continue Reading »
Many companies think that generating leads is all about increasing web traffic, but unfortunately they don’t have a system in place to utilize an increase in web traffic so most leads fall by the wayside. In essence, many companies are trying to use a high pressure water hose to fill a thimble with water. While they may be a testament to an increased awareness of your brand, an improved visibility and the excellence of your content, high levels of traffic have no tangible value. Marketers have bemoaned the fact traffic doesn’t yield itself to much more than quantification and segmentation.
While businesses agree that web traffic value is critical to measure, a mere 17% of the companies studied have such processes in place. Rather than reveling in web traffic glory you’d be better off asking yourself, “What am I doing with all that traffic? Have I got practices in place that will ensure these visitors come back to my website and eventually, convert to paying customers? Who do I want to attract, engage and turn into a client in the long run?”
Here are three typical lead generation mistakes we’ve identified in our work and three solutions to change things around.
Continue Reading »
