Are you taking part in the growth of online lead generation?
Friday 08 May 2009
TAGS: B2B | Lead generation
Here at Silverbean, we've known for a long-time that online lead generation would become a significant marketing channel for B2B marketers, sooner rather than later. Neil Robbins touches on the key benefits in having an online lead generation strategy.
The latest lead generation report from E-Consultancy (Online Lead Generation Trends Briefing, February 2009) confirms this and they have included some interesting points.
Online lead generation can make a significant contribution to your bottom line so let me list some of the key benefits to businesses in having an online lead generation strategy:
- Its is extremely accountable; like most online marketing activities investment in lead generation can be directly linked to the revenue it generates
- Automated qualification; this means that the information you collect from your leads at the point of source can filter out those that are meaningless enabling your sales team to follow up on better qualified leads
- Guarantee results for your investment; depending on which digital marketing agency you work with you may be able to agree a specific number of leads they need to generate for the investment you are making
Businesses do seem to be tuning into the opportunities online marketing can provide them when it comes to generating new business prospects.
Certainly we are seeing an increase in the number clients and prospective clients that wish to discuss how online lead generation can work within their B2B marketing strategy.
Many business reports are suggesting that decision makers are reducing their travel costs by not attending as many exhibitions and conferences, the traditional meeting place of the supplier and buyer.
When you also take into account the less accountable approaches of direct mail and PR and you can certainly see why online lead generation is now being regarded as a serious route to market in these difficult economic times.
If you are selling products and services to other businesses it may be time to consider where online lead generation fits into your marketing strategy because I am sure some of your competitors will be.
Neil Robbins is Managing Director at Silverbean. If you have any questions or would like to discuss how Silverbean can help you achieve your marketing objectives through good online lead generation; please contact our resident lead generation expert using one of the following.
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