Small Business Lead Generation Austin
Don’t Stop marketing : Every article I have seen says a similar thing,’Don’t stop marketing’ or’Use this time to push ahead while your competition cuts back’. While I’m in agreement in general, one does need to be prudent. Without regard for the state of the economy, 2-5% of revenue for direct selling is a good benchmark to ascertain a responsible amount your selling investment. For most firms, response rates will be down, but the entire thing leads to the chance to nurture your prospects over a longer period of time ( psst, see the next section ).
If you nurture it, they’re going to come. This is the secret sauce. Think about it. If there’s a marked slowdown for prospects making decisions in your market, but the pains and challenges are still there, then it is simply a timing issue. Your prospects will be investing in a solution, just not now. If you take the time to send regular communications to them – valuable content, continual check-ins, invites to events, links to interesting articles, your newsletter, etc – they’ll search you out once their purse strings loosen or their pain becomes too great to attend. You already invested to start the conversation with them, keep it going until they’re ready to roll. Nurture selling will pay off later for the work you do today. We are already seeing it with a number of our clients – – press releases and other articles that have generated discussion, but small business earlier in the year are now pulling in new clients that have been nurtured for months.
Take this time to refresh your promoting messaging. Do some campaign development with forcing calls to action f your target prospect. Offer something valuable and they will come…eventually.
Stay Creative – Refresh Your Message
Try something new. Many articles today talk about trying something new or branching out into cheaper, creative options. In principle, it is all sound advice. Just ensure you have some time to develop the content and have a technique to measure the results . For instance, if you’re going to blog, you not only need to select the right message, but also ensure you have the wherewithal to write enough material to make a real impact. If it can be integrated into an automated marketing program, all of the better.
stick out from the crowd. Here is a genuine opportunity. If your selling messaging or calls to action had an opportunity to be spotted before the competition started cutting back, it should really stand out now – whether in B2B lead generation or B2B lead nurturing.
Take a minute to think about if you have been selling as much as one year back. Think about the promoting you routinely receive. Are you being invited to as many events as before? Are as many sales reps dropping by your office? Has there been a drop in sales calls? E-mails?
Bottom line… Now that there’s less noise in the market, your promoting has a much better likelihood of standing out and getting thru. Where ever you can, automate your marketing to get more B2B sales leads.
get started today. Refresh your approach. Generate results.
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