Get Customers, Get Resources and Say it with Style
Finding New Customers
- B2B Lead Generation – Brian Carroll does a fantastic job of re-defining the process of identifying the ocean of customers you want to swim in. Here’s just a tasty sample of one of his comments as an answer to the question of identifying the 10 or so touches that you can give a prospect:
Touch 0 – First Contact phone call and follow-up “thank you†e-mail
Touch 1 – 3rd party article on pertinent technology via e-mail
Touch 2 – Industry relevant case study via e-mail with follow-up call
Touch 3 – E-newsletter with voice mail alert to check
Touch 4 – 3rd party article on pertinent technology via e-mail
Touch 5 – Relevant white paper via e-mail
Touch 6 – Targeted campaign via direct mail
Touch 7 – Relevant eBook via e-mail with follow-up call
Touch 8 – Link to relevant Podcast via e-mail with follow-up call
Touch 9 – Free report via direct mail with follow-up call
Touch 10 – Invitation to webcast via e-mail with follow-up call
Touch 11 – Call to invite to industry trade show and follow-up with registration link
Touch 12 – Prospect calls you and becomes a sales ready lead
Getting News and Inspiration
- Bootstrapper – See 100 must-reads for Entrepreneurs. There are blogs here that should feed even the most obsessed information junkie.
Saying Something to Get them to Choose You
- Coppyblogger – WARNING! Clicking on this blog and subscribing to its feed can potentially become an obsession. The headlines are so descriptive and build such interest and curiosity, that I can’t stop myself from reading the post. The next thing I know, I’m clicking through and reading another seven posts/articles and over 45 minutes has gone by. But the learning is valuable, the suggestions useful and immediately applicable.
