I am a Business Development Manager and I have to create my own lead generation. What does online marketing have to do with me? Some industries rely solely on employing BDM’s and sales staff to get their message and products out there however have they considered a blended method which takes into account the benefits of online internet marketing? I understand more than anyone having come from a BDM background that having warm leads to follow up with in a consultative approach works far better than pointless hours of non-targeted cold calling.
Instead of having your sales staff call up endless lists on a database or yellow pages why not try online marketing yourselves so that the customers whom would be interested in finding out a little more in your products or industry come to you?
I mentioned in my first paragraph a blended approach and don’t get me wrong you have to call people, of course you do and sometimes it may be from a very cold approach however working with digital marketing to warm those leads up nowadays is a softer, more personalised way of presenting your services / products to a consumer. Facebook can be a great way to engage with “customers to be” and demonstrating with videos / pictures your products whilst having reviews added at the same time.
“I am in a B2B market so I don’t need online marketing efforts”…really? When we speak about digital marketing efforts it is not just about organic search or having your company ranked for certain keywords, it is in fact the whole ‘caboodle’ along with a strategy that will get your brand noticed to the right companies who may be interested in purchasing your products or services. It is about finding the way to in-directly attract those companies to you and that is what digital marketing strategies do and being noticed as an industry expert in your field.
I have sold into a B2B market and I can tell you that there are a lot of different strategies and inventive strategies that can get you noticed online, unfortunately the barrier you may face is justifying the ROI to your boss who may believe that old fashioned methods are the best. Times have moved on and staying ahead of your competitors in saturated markets is where you have to be creative.
The lines between consumer market research and a digital agency have become blurred as it is not just about getting your company to the top of the search engine to make an impact and drive leads – it’s about generating leads in a number of creative ways.
A digital agency should be looking to understand every aspect of your business and should be able to justify their ROI in them assisting you with what you want to achieve. As a BDM you should have the tools then necessary to be able to sell this effectively and internally to the top tier level management as to why providing them with an opportunity to assisting your business is worth it.
So, if you want more leads and a strategy that will work for your business, contact me at firstname.lastname@example.org