Success Based Lead Generation
B2B LEAD GENERATION Identifying leads
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.
Most organizations budget B2B marketing around lead provision to the sales team.
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.
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.
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.
AVERAGE ALLOCATION OF B2B MARKETING BUDGETS MarketingSherpa 2012 B2B Marketing Benchmark Report
Paid search PPC
Virtual events / webinars
PRIORITY #1: LEAD GENERATION
Converting qualified leads into paying customers
Branding, reputation and awareness
Lead qualification and scoring
Lead hand-off and management
MarketingSherpa 2012 B2B Marketing Benchmark Report
WHAT IS A QUALIFIED LEAD? People who have displayed the intent and ability to make a purchase decision within a reasonable timeframe.
IDENTIFYING LEADS IDENTIFYING LEADS
NURTURING LEADS NURTURING LEADS
QUALIFIED LEADS QUALIFIED LEADS
THE STEPS WE TAKE TO GENERATE LEADS 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.
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
Creating leads database
GLOBAL NETWORK OF LOCALS AGENTS Since weâ€™ve been doing business internationally for a long time, weâ€™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
Content Is King Social Media Presentations Videos Blogs
ADDITIONAL TRAFFIC GENERATORS OneBusinessAvenue.Com
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
Download Presentations Whitepapers Case Studies
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.
Visit the landing page
Exposed to campaign ads
Revisit landing page
Fill form becomes a lead
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 thatâ€™s valuable enough to keep your audience engaged.
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.
70% OF B2B CONTENT MARKETERS USE VIDEO
PREFFERED SOCIAL MEDIA FOR B2B CONTENT DISTRIBUTION Linkedin
DIRECT EMAIL CAMPAIGNS Once the leadâ€™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.
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
Collection of general information
Agreement to talk with sales rep
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.
Contact us to discover what we can do for you Info@OneBusinessAvenue.Com