Traffick - The Business of Search Engines & Web Portals
Blog Categories (aka Tags) Archive of Traffick Articles Our Internet Marketing Consulting Services Contact the Traffickers Traffick RSS Feed

Tuesday, September 05, 2006

Lead Generation Conundrums

Our client list over at Page Zero is varied. One of the ways we can most consistently add value is in custom work driving paid search traffic and helping with site design and copywriting for "complex" sales, such as B2B campaigns with long sales cycles. The question is, when designing the website, planning the sales strategy, and tweaking landing pages, how *exactly* should one go about it? The debates can be endless, and it's good to have principles in hand rather than simply falling back on the "just test it" mantra (which does make sense too).

One approach to getting prospects to trust you (and to offer contact info), of course, is to offer a white paper. Again, though -- how to produce it, what tone do you take, how to promote it? I remember when I produced an ebook (not exactly a white paper, because I charge for it and it doesn't offer some of the things that white papers do) I was so thankful I could fall back on a resource from someone who'd done it before (in particular, Marcia Yudkin).

Now, I'm thankful again! In the midst of some of these B2B conundrums, I recently read Writing White Papers, by enterprise "B2B" marketing expert Michael Stelzner. The book is amazingly comprehensive, covering every aspect of producing and marketing white papers. I particularly like the stipulations as to tone; he explains today's sophisticated enterprise customer wants you to sell to them without being "salesy." No one minds an intelligent latent sales pitch. But that means paying attention to how much you offer in return for the leads you seek.

Anyway, back to our website design and testing conundrums, I'm looking forward to tapping Mike for ongoing tips to augment our own expertise... expertise he demonstrates in this timely post on his blog, comparing white papers to a "demo" in the world of gaming. Give interested prospects enough to "play with," and they'll give up their contact info.

It goes without saying that being extra forthright about how much email contact they'll receive, in what form, is a big part of the mix. Disclose your intentions fully, and don't mislead prospects, in order to avoid a bad rap in the industry.

It's perhaps not coincidental that this type of thinking has found its way into Google's assessments of Landing Page Quality for AdWords ranking purposes... not all "users" are created equal, but the kind of respect accorded to high-end business customers is also worth offering to B2C customers too.

Posted by Andrew Goodman




View Posts by Category

 

Speaking Engagement

See Andrew Goodman speak at ClickZ Live New York

Need Solid Advice?        

Google AdWords book


Andrew's book, Winning Results With Google AdWords, (McGraw-Hill, 2nd ed.), is still helping tens of thousands of advertisers cut through the noise and set a solid course for campaign ROI.

And for a glowing review of the pioneering 1st ed. of the book, check out this review, by none other than Google's Matt Cutts.


Posts from 2002 to 2010


07/2002
08/2002
09/2002
10/2002
11/2002
12/2002
01/2003
02/2003
03/2003
04/2003
05/2003
06/2003
07/2003
08/2003
09/2003
10/2003
11/2003
12/2003
01/2004
02/2004
03/2004
04/2004
05/2004
06/2004
07/2004
08/2004
09/2004
10/2004
11/2004
12/2004
01/2005
02/2005
03/2005
04/2005
05/2005
06/2005
07/2005
08/2005
09/2005
10/2005
11/2005
12/2005
01/2006
02/2006
03/2006
04/2006
05/2006
06/2006
07/2006
08/2006
09/2006
10/2006
11/2006
12/2006
01/2007
02/2007
03/2007
04/2007
05/2007
06/2007
07/2007
08/2007
09/2007
10/2007
11/2007
12/2007
01/2008
02/2008
03/2008
04/2008
05/2008
06/2008
07/2008
08/2008
09/2008
10/2008
11/2008
12/2008
01/2009
02/2009
03/2009
04/2009
05/2009
06/2009
07/2009
08/2009
09/2009
10/2009
11/2009
12/2009
01/2010
02/2010
03/2010
04/2010

Recent Posts


Whaddya Know, Tucows Bought Kiko

Taxonomy for Fun and (Google's) Profit? Community ...

Thanks, Mitch, for a Great Geek Dinner

Hedger Has a New Gig

Patricia Best: It's Old News

What, No Comment? Danny Sullivan's Bombshell

At Least It Isn't Arbitrage...

Monday News & Grumbles

Web 2.0 Roadkill

Toronto Star Classifieds vs. Craigslist (and 905 v...

 


Traffick - The Business of Search Engines & Web Portals

 


Home | Categories | Archive | About Us | Internet Marketing Consulting | Contact Us
© 1999 - 2013 Traffick.com. All Rights Reserved