B2B Websites: How To Generate More Leads image how to generate leads Fotor resized 600
Breaking News: A lot of B2B companies are not generating
leads from their websites. While this may be surprising to many in the B2B marketing world, it’s true.For many B2B companies, lead generation is still rooted in more traditional methods such as referrals, sweden telemarketing database advertising, direct mail and cold calling. The idea of generating leads from a website is less familiar to an enormous swath of the business-to-business world.
Many companies have had successful business
momentum and reputations to carry them along for years. But with the economic downturn of recent years and Internet advancements that have changed the way people buy, many firms are struggling to catch up with how best to use their websites to develop new business.
I recently had lunch with a couple of executives
with an industrial manufacturing firm. Their company is successful and has even been doing some strategic planning to explore new areas of growth. But they were not familiar with how to generate leads from their website. And they are worried that they might be missing out on a lot of business opportunities.
An effective lead generation
program is important in that it allows sales people to spend more time closing business instead of generating opportunities from scratch. Additionally, a lead generation program can turn leads into revenue faster.
The Way People Buy Has Changed
So what’s wrong with just stepping up your cold calling efforts? Well you can do that, but it’s increasingly less effective. The perils of caller ID aside, the way people buy has changed, thanks to the Internet.
In recent years, lead generation has undergone substantial changes brought on in part by new online and social marketing techniques. Specifically, the explosion of information readily available online has led to the ascent of the “self-directed buyer.”