B-to-B Prospects Want Information
Fresh leads are the lifeblood of any sales organization. However, getting people
to respond to advertising and other lead generating activities is challenging,
especially for B-to-B marketers.
article for Direct Magazine,
Ruth Stevens tells why information is the best thing you can offer B-to-B prospects.
Information in the form of white papers, case studies, and other helpful information allows prospects to learn about your products without the pressure of a salesperson looking to close the deal.
Some of the marketing benefits of information as
offers in the article are:
- High perceived value
- Qualifies the lead regarding seriousness
- Inexpensive to distribute
The article is a good overview of why we produce white papers and other information for leads and prospects.