Lead Generation Tips for Software Marketers

Lead Generation: Simplified

Purpose of lead generation is to obtain information about qualified prospects.

More Lead = More Customers

B2B software marketers capture leads for software application or for promoting services. Aim is to expand business, reach new markets, & increase sales

Who are qualified prospects:

B2B marketers target potential prospects include:

– CEOs, CIOs– Decision Makers, Executives– Influencers– Technical Administrators– Managers, Developers– Purchase Managers and more...

Online & Offline Lead marketing

Multi-Channel Marketing : One-to-one Marketing

– Email Promotion, e-newsletters– Telephone & Fax– Direct marketing – mailers, postcards– Website – Organic leads– Paid search – Affiliate Marketing

Email Marketing – How to?

How to build house email list:

Gather opt-in email address from:

– Website sign-up– Newsletter subscription– Email promotion– Customer Service– Trade shows

Prospect Information:

Build home grown decision makers list: Details include:

NameCompany Name Business Title Address, ZipCity State, Income, Industry Phone #, Email AddressFax number Web URL Purchase History Dates Of Purchases SIC Code, etc

Email Marketing - Strategies

9-Step Lead Generation process :

Set lead generation objectives Segment customer/prospect baseFind the best customer/prospect – profilingFind the unique service propositionFinalize the most compelling of service/price propositionDecide incentive approachFind the best time to reach usersCraft powerful email subject lines, content & design Test email promotion in various email clients

Email Marketing -

How to build house email list:

Gather opt-in email address from:

– Website sign-up– Newsletter subscription– Email promotion– Customer Service– Trade shows

Marketing - Cycle

Online Lead Generation - Blueprint

Analyse your B2B sales lead programs:

How to generate leads - Find the apt channel

How to nurture prospects - Follow up process

Identifying qualified leads - Sort and flag

Track results - Progressive follow-up

Email Impact – Targeted Promotions

How to impact customer:

AIM Right

Audience - Target to the right audience Impact - Attractive content, Design Message - Relevant message to the prospect Response - Track email response

Oracle leads for Enterprise segments

Oracle user list can help you: Generate more leads through:

Effective marketing channels Affordable pricing plans More qualified sales leads Get more leads into the pipeline right away Best marketing strategies and tactics Increase the conversion of leads to sales

Push loyalty purchase

Loyalty schemes:

Frequent purchase markets Core product(s) Offer better value than discounts Combo offers -