One of the effects of the economy has been a reluctance on behalf of consumers to be approached by a sales person - even if they actually do need the product or service. In B2B markets, where time is perceived as a previsous commodity, this reluctance is magnified - which explains why a lead generation campaign will not succeed without a great offer.
'Apply Today'; 'Attend a Free Seminar' - are examples of hard offers which incentivizes a prospective buyer to accept a call from a sales rep. Soft offers are low in commitment and provide a high level of perceived value - white papers, ebooks, webinars, podcasts for example. These types of offers are popular as business people want assistance in doing their jobs better, making money, keeping up with the latest trends and learning what works for others. The offer of information therefore is an effective lead generator provided it:
1. Is of value to the prospect
2. Exclusive - ie they can't get it anywhere else
3. Is tangible
4. Easy to deliver
5. Relevant to a prospect's business
These types of soft offers fill the marketing funnel with the buyers of the future without losing any short-term revenue. They overcome the reluctance of your target to speak to a salesperson and persuades them to raise their hand and indicate that they might have an interest in knowing more.
'Apply Today'; 'Attend a Free Seminar' - are examples of hard offers which incentivizes a prospective buyer to accept a call from a sales rep. Soft offers are low in commitment and provide a high level of perceived value - white papers, ebooks, webinars, podcasts for example. These types of offers are popular as business people want assistance in doing their jobs better, making money, keeping up with the latest trends and learning what works for others. The offer of information therefore is an effective lead generator provided it:
1. Is of value to the prospect
2. Exclusive - ie they can't get it anywhere else
3. Is tangible
4. Easy to deliver
5. Relevant to a prospect's business
These types of soft offers fill the marketing funnel with the buyers of the future without losing any short-term revenue. They overcome the reluctance of your target to speak to a salesperson and persuades them to raise their hand and indicate that they might have an interest in knowing more.
Great stuff as usual...I personally have embraced the new technologies and the CMS platforms, I think the new tools only make the web designs better. I am glad that new technologies are coming out in web design that make things easier, improved, and better looking for design.
Thanks for the feedback. Sorry it has taken me a while to respond - I've been away travelling
Slipcasting: is often used in the mass-production of ceramics and is ideally suited to the making of wares that cannot be formed by other methods of shaping. A slip, made by mixing clay body with water, is poured into a highly absorbent plaster mold. Water from the slip is absorbed into the mould leaving a layer of clay body covering its internal surfaces and taking its internal shape. Excess slip is poured out of the mold, which is then split open and the molded object removed. Slipcasting is widely used in the production of sanitary wares and is also used for making smaller articles, such as intricately-detailed figurines.
Hiya. found this through bing. just wanted to let you know that part. but um, thanks for the article. It's good to know.
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