Question

Topic: E-Marketing

Need Help Finding B2b Companies

Posted by Anonymous on 10/18/2011 at 10:25 AM ET 250 Points
We market primarily to B2B companies. We will be starting a high-impact dimensional mail campaign in the next few weeks. We want to target B2B companies, obviously. To be sure we are formulating the best possible mailing list, we want to get opinions from other marketing professionals on the best businesses (SIC codes) to target. We know what we've been doing. We want to see what we're missing out on. Ideally, we're looking for businesses that need print collateral (graphic design work), web development, advertising, trade show and direct mail needs. To better understand our full list of services you may find it helpful to visit our website www.scribblecg.com – Thank you to all for your professional advice.
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RESPONSES

  • Posted on 10/18/2011 at 3:17 PM Accepted
    I love your website! Very nicely done.

  • Posted on 10/19/2011 at 4:28 PM Moderator
    I'm a little skeptical that a direct mail piece -- no matter how creative -- will be effective for you with a B2B audience not already familiar with you and your work.

    It's been my experience that you'll need to make individual calls/appointments and have face-to-face presentations to explain why your target audience needs what you do, and why you have the perfect solution for their biggest problem.

    Of course, that means you'll have to research each prospect before you call. It's a lot more work (per client), but it will increase your hit rate by a large multiple. (Instead of a 1% response rate, you might get a 50% response rate. And the quality of the responders will be much better than that of the direct mail responders.)

    Wouldn't you rather do a great job with 12 prospects (and close 6 of them) than a lousy job with 1,200 (and only close 2 or 3)?
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