B2B 潜在客户开发公司

A business lead can be a potential customer. Finding customers and those who may be future customers is an important part of corporate strategy. Known as “Lead Generation,” this process is important and often overlooked. Companies that select and target customers tend to be more profitable. They can better manage Customer Acquisition and Retention Costs.

Understanding and implementing Lead Generation processes are critical. Increasingly, technology supports this lead generation process. But knowing who is your core customer is where SIS comes in. SIS also provides value in niche markets such as Industrial markets, where there are specialized buyers that technology cannot easily identify.

了解销售线索生成

When one person asks a question, such as making an inquiry, about a product or service there may be no intention or capacity to make a purchase. But another person may be directly or at least to some extent involved in the decision to do so.

例子: You might be interested in cars and explore online and offline for the latest photos, brochures, features and prices of new ones. Maybe even take a test drive. But unless you go beyond gathering information to satisfy your curiosity, you are not really a lead. If however, your latest phone bill is through the roof and service is faulty, and you are actively seeking an alternative supplier to obtain detailed comparisons to your current service provider, you have become a lead. In fact, if a salesperson reaches out to you with an offer that better meets your needs, you have become a “qualified” lead.

因此，潜在客户开发本质上涉及获得合格潜在客户的足够关注和兴趣，以便他们了解有关产品或服务的更多信息，并与企业进行流程，希望能够转化为购买。

线索是如何产生的？

Your approach will depend on whether you sell to consumers or to other businesses, online or offline. Nearly every marketer will use some, or maybe even all of the following to begin the process:

SEO（搜索引擎优化）
SEM（搜索引擎营销）
PPC（按点击付费）
横幅广告
贸易展览会（真实或“虚拟”）
会议（例如演讲、展览）
网络研讨会
内容（白皮书、博客、案例研究）
印刷广告
直接邮寄
电子邮件营销（例如时事通讯）
社交媒体（例如 Twitter、Google+、Facebook、Instagram）
移动营销
电话营销（跟进询问以确定谁“有资格”购买）
视频（例如 YouTube）

您如何产生合格的潜在客户？

Maximizing the number and percent of leads from qualified buyers is a primary goal of lead generation. The challenge is to determine which lead generation techniques yield the biggest bang for the buck.

无论是在 B2C 还是 B2B 环境中，良好的潜在客户开发的关键之一是提供一些真实的或至少是感知到的价值来换取人们的时间。

提供有关产品或服务或公司的信息，让人们想要了解更多信息并将您纳入他们的“考虑范围”，例如规格、标价、颜色、尺寸、可用性、交货时间；认证、营业年限、地点数量？
另一种方法涉及教育或指导——例如网络研讨会、白皮书、幻灯片演示文稿副本或案例研究，展示如何使用或做某事。这通常会传达一种权威、经验或知识的感觉，从而为您的公司树立积极的形象。

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研究如何帮助您确定优先次序并改善您的潜在客户生成方法？

无论是内部完成还是外包，都可以通过简短的调查收集和分析大量信息。回答以下问题将非常有用：

What problems are prospects trying to solve (or what are their needs)? What specific information will they find valuable and/or need to know in order to make a decision? Where do your prospects go to find information about the kind of products or services you provide? How would they like the information delivered(e.g., online, via email, in person?) How often do they want to hear from you? What is their timeframe? What is their budget? What level of authority do they have to make the purchase? Is anyone else involved in the purchase decision? Is it a new, first time purchase? Are alternative suppliers being researched? (If so, for competitive purposes, which ones?)

哪些潜在客户开发技术最适合您的公司？

Market Research can go beyond getting the answers to the above questions by helping in the design, conduct and measurement of different approaches. For example, A/B or multivariate testing can be used to find out the impact on lead generation of elements in a print or website ad or message (Caution: there can be a staggering number of variables!)

Which words are more effective? Does the inclusion of an image, graphic or photo matter? – of a product and/or people? What kind of people? an individual or group/family? What about the size, layout, and positioning of its elements? Is contact information (website’s URL, email address, or phone number) present and discoverable? Is there a clear call to action? (It is so important to let the prospect know what to do!)