Question

Topic: Other

Lead Generation For High Tech

Posted by Anonymous on 9/22/2006 at 3:34 PM ET 250 Points
We are a technology consulting firm specializing in IT Management. My question is straight-forward, if difficult. I am looking for some advice on lead-generation ... i.e., not PR, advertising, tradeshows and other awareness-centric activities. To date, direct mail and emails have not been very successful, and I'm as sure as you can ever be that our offer and execution were goo-to-excellent. (From the extensive reading I am doing, this is par for the course right now.) Am looking for some ideas for generating leads in the shorter term that we could follow up with telemarketing. Any new thoughts on high-end lead gen?
Amy
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  • Posted by Harry Hallman on 9/22/2006 at 4:13 PM Accepted
    I believe that white paper marketing (customer education if you like) works best for IT. If you have a good value proposition and white papers of high value to your target. Then I would join a list service such as Thelistinc.com or Jigsaw.com and harvest my best targets.

    Then use an email program that will track who opens your emails and licks on your white papers. Those that click become your priority fro calls or email follow-up.

    I don't know about you but it is impossible to get people on the phone when you don't have some type o relationship with them. Customer education via white papers gives you a start on the relationship.

    Harry
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