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Success Based Lead Generation

B2B LEAD GENERATION Identifying leads

Nurturing leads

Qualifying leads

OneBusinessAvenue.Com


GROWING YOUR BUSINESS IS OUR BUSINESS  Our mission is simple. Enable B2B vendors to expand their businesses into international markets.  We specialize in identifying, nurturing and qualifying B2B leads for high-tech companies wishing to rapidly increase overseas sales.  We know how to do it and do it well, because we’ve been opening the door to global markets for over 20 years. SUCCESS BASED BUSINESS MODEL:

PAY PER QUALIFIED LEAD OneBusinessAvenue.Com


WHAT IS B2B MARKETING? Company promotion of products or services to other companies, organizations, or government agencies, rather than directly to consumers.

Marketing

Most organizations budget B2B marketing around lead provision to the sales team.

OneBusinessAvenue.Com

Leads

Sales


B2B & B2C – WHAT IS THE DIFFERENCE?  B2B products and services may require a more significant investment.

 B2B products and services are often complex, requiring a steep learning curve.  The B2B evaluation process can be extensive, perhaps including a Request for Proposals (RFP) or an on-site evaluation (PILOT).  The purchasing decision often involves multiple individuals from different departments and levels in the organization.  When targeting businesses, your campaign need to focus on logic. When your audience is individual consumers, the decision to purchase is more emotionally based.

OneBusinessAvenue.Com


MAIN OBSTACLES IN B2B MARKETING  Conventional B2B campaigns such as trade shows and seminars are becoming more expensive and less effective. Cost per lead becomes questionable when ROI is considered.  Internet B2B marketing using standard campaigns such as organic search (SEO) or paid search (PPC) are long term, highly expensive investments.  Social media is a great tool for brand building and content delivery to existing customer base, but will not necessarily generate new business.

OneBusinessAvenue.Com


WHAT IS THE MAIN B2B CHALLENGE? In most cases, the right contact person in your target organization will not find you, you must invest in locating him.

OneBusinessAvenue.Com


Trade shows

21%

Website design

AVERAGE ALLOCATION OF B2B MARKETING BUDGETS MarketingSherpa 2012 B2B Marketing Benchmark Report

16%

Paid search PPC

13%

Email marketing

13%

Print advertising

12%

Direct mail

10%

Public relations

9%

SEO

9%

Social media

9%

Telemarketing

8%

Virtual events / webinars

7%

Marketing automation

7% 0%

OneBusinessAvenue.Com

5%

10%

15%

20%

25%


PRIORITY #1: LEAD GENERATION

Lead generation

60%

Converting qualified leads into paying customers

57%

Branding, reputation and awareness

45%

Lead nurturing

44%

Lead qualification and scoring

36%

Lead hand-off and management

MarketingSherpa 2012 B2B Marketing Benchmark Report

18%

0%

OneBusinessAvenue.Com

10%

20%

30%

40%

50%

60%

70%


WHAT IS A QUALIFIED LEAD? People who have displayed the intent and ability to make a purchase decision within a reasonable timeframe.

OneBusinessAvenue.Com

IDENTIFYING LEADS IDENTIFYING LEADS

NURTURING LEADS NURTURING LEADS

QUALIFIED LEADS QUALIFIED LEADS

OPPORTUNITIES OPPORTUNITIES

CUSTOMERS CUSTOMERS


THE STEPS WE TAKE TO GENERATE LEADS Identifying leads

Nurturing leads

Qualifying leads

OneBusinessAvenue.Com


Identifying leads

AUTOMATED DATA SCARPING In order to build the campaign database, we use automated search applications using sophisticated algorithms to gather relevant information that openly exists on the web.

The Web

Automated search applications

We target multiple websites to capture information on the target customers, channels, personnel, products, catalogs, contact information and more.

Competitors Partners Products Catalogs Pricing

OneBusinessAvenue.Com

Creating leads database


Identifying leads

GLOBAL NETWORK OF LOCALS AGENTS Since we’ve been doing business internationally for a long time, we’ve built up an extensive list of agents and channels that will gladly assist in developing promising opportunities. Our network operates in dozens of countries, and enables approaching both channels and organizations in the local language and culture. OneBusinessAvenue.Com


Identifying leads

Content Is King Social Media Presentations Videos Blogs

ADDITIONAL TRAFFIC GENERATORS OneBusinessAvenue.Com


Identifying leads

Explainer Video

LANDING PAGE When identifying leads, our goal is to channel them to the landing page. The landing page provides the option of filling out a contact form or joining the remarketing list.

Company, Product Info

Contact Us

OneBusinessAvenue.Com

Download Presentations Whitepapers Case Studies


Nurturing leads

RE-MARKETING CAMPAIGNS  Once a potential lead visits the landing page he is targeted  Potentials lead’s details are kept for 1.5 years  When the lead later visits his regular news sites, YouTube or any other website in the Google network, he will see your ad!  Ads should be changed periodically for new promotions, products, whitepapers, etc., calling for action.

Potential lead

Visit the landing page

Exposed to campaign ads

Revisit landing page

OneBusinessAvenue.Com

Fill form becomes a lead


Nurturing leads

NURTURING THE LEAD B2B lead nurturing focuses on educating qualified sales leads who are not yet ready to buy. The key to successful lead nurturing is to deliver content that’s valuable enough to keep your audience engaged.

VIDEOS

CASE STUDIES

WHITE PAPERS

PROMOTIONS

OneBusinessAvenue.Com

NEW PRODUCTS


Nurturing leads

THE VIDEO ADVANTAGE  Visitors who view sales videos are 85% more likely to convert than visitors who do not.  The effectiveness of video on a website surpasses text and audio by a ratio of 5:1.  More than 60% of consumers will spend at least two minutes watching a video that educates them about a product they plan to purchase, and 37% will watch three or more minutes.  With proper optimization, video increases the chance of a front-page Google result by 53x.

OneBusinessAvenue.Com

30% 70%

70% OF B2B CONTENT MARKETERS USE VIDEO


Nurturing leads

PREFFERED SOCIAL MEDIA FOR B2B CONTENT DISTRIBUTION Linkedin

83%

Twitter

80%

Facebook

80%

Youtube

61%

Google +

39% 0%

Source: BtoBonline

10%

20%

30%

40%

50%

OneBusinessAvenue.Com

60%

70%

80%

90%


Nurturing leads

DIRECT EMAIL CAMPAIGNS Once the lead’s email is obtained, we use email marketing to nurture it, providing the lead with fresh content on a regular basis. Optimally new content is sent once or twice a month: case studies, references, press releases, etc.

OneBusinessAvenue.Com


Qualifying leads

LEAD QUALIFICATION PROCESS

 Mostly done by conference calls or live introductory webinars.  The qualification step includes information exchange from both sides, in order to obtain an understanding of the lead’s background and needs.  Once a lead is qualified and agrees to continue discussion with the sales team, he is handed over as qualified lead.

Seeking right contact person

Introductory call

Product brief

Collection of general information

OneBusinessAvenue.Com

Agreement to talk with sales rep

Qualified lead


Qualifying leads

QUALIFIED LEAD DELIVERY All communication with the lead is documented in our CRM system, and delivered to you as a report with detailed information. Reports include: company details, contact person, the need and any special data the sales team finds relevant to convert the lead into an opportunity.

OneBusinessAvenue.Com

ďƒźQualified lead


THANK YOU!

Contact us to discover what we can do for you Info@OneBusinessAvenue.Com

OneBusinessAvenue.Com


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