B2B 潛在客戶開發公司

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.

了解潛在客戶生成

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，潛在客戶開發本質上涉及獲得合格潛在客戶的足夠關注和興趣，使他們能夠更多地了解產品或服務，並參與有望轉化為購買的業務流程。

潛在客戶是如何產生的？

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（搜尋引擎優化）
SEM（搜尋引擎行銷）
PPC（按點擊付費）
橫幅廣告
貿易展覽（真實或“虛擬”）
會議（例如演講、展覽）
網路研討會
內容（白皮書、部落格、案例研究）
平面廣告
直郵
電子郵件行銷（例如時事通訊）
社群媒體（如 Twitter、Google+、Facebook、Instagram）
行動行銷
電話行銷（跟進詢問以確定誰「有資格」購買）
影片（例如 YouTube）

如何產生合格的潛在客戶？

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.

無論是在 B2C 還是 B2B 環境中，良好的潛在客戶開發的關鍵之一是提供一些真實的或至少是感知的價值來換取人們的時間。

提供有關產品或服務或您的公司的信息，使人們想要了解更多信息並將您納入他們的“考慮範圍”中，例如規格、標價、顏色、尺寸、可用性、交貨時間；認證、營業年資、地點數量？
另一種方法涉及教育或指導——示例包括網路研討會、白皮書、幻燈片簡報的副本或展示如何使用或執行某些操作的案例研究。這通常會傳達一種權威感、經驗或知識，從而為您的公司建立積極的形象。

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研究如何幫助確定優先順序並改善您的潛在客戶開發方法？

無論是內部完成還是外包，都可以透過簡短的調查收集和分析大量資訊。獲得以下問題的答案將非常有用：

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?)

哪種潛在客戶開發技術最適合您的公司？

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!)