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25.12.2015
To be successful with B2B marketing and Internet lead generation, you first need to drive targeted traffic to your website. Step 1: Drive highly targeted visitors to your website to engage them, to create trust, to create brand recognition, and to build your online audience for Google and Facebook remarketing. With Facebook advertising promote your blog posts on Facebook using your Website Custom Audience (your Facebook remarketing list), your Facebook Fans list, your Facebook custom audience created by uploading your in-house email list of opt-in subscribers, and your 1% Facebook Lookalike audiences.
Post all of your blog posts on Twitter, LinkedIn, Google+ the personal Facebook pages of you and all of your employees, and other popular content sharing sites like Reddit, Digg, etc. Find other businesses that have opt-in email lists of people in your target market and contact the website owner to see if you can pay to place an ad in their next email post to their subscribers.
Use paid blog promotion services (called Content Syndication Networks) to have your blog posts promoted on targeted websites that your target market visits. Step 2: Use Google and Facebook remarketing ads and your email list to re-engage and convert your past website visitors into leads and customers. If you want to build a powerful online lead generation program but you do not that the time or resources to do it yourself, The Geisheker Group can do it for you. We are a marketing firm that specializes in creating strategic B2B marketing programs to help our clients sell their products and services to other businesses. There are two types of customers that businesses can sell to: people and other businesses (including organizations, the government, and non-profits).
B2B marketing is when one business markets their products or services specifically to businesses instead of consumers (your mom). Direct mail campaigns where one business sends their sales letter, brochure, and product sample to the CEOs at businesses they want as clients.
Niche market networking in Internet user groups and forums where business people talk about a specific business topic, such as how to generate more leads, or how to lower manufacturing costs, etc.
The reason why many businesses prefer to sell to businesses (B2B) instead of to consumers (B2C) is because businesses will generally buy a lot more when they make a purchase than a consumer would. For example, if you were selling your widgets to consumers, you would probably sell 1 or 2 widgets at a time. If you want to sell your products or services to businesses, The Geisheker Group can help you.
If we could sum up the greatest desire of most entrepreneurs and business owners, we could say that everyone wants leads. Here are three effective and accurate tactics every entrepreneur and B2B company should use to generate more business leads and set itself apart in their niche market. There is no secret that LinkedIn is the favorite social network of almost all B2B marketers.
As a B2B marketer, you definitely need to have a consistent content marketing plan in order to achieve success. Facebook is proving itself to be an outstanding digital marketing platform for B2B lead generation because of its in-depth target marketing capabilities. It does not matter if you sell industrial ball bearings or industrial freezers or industrial gravel sorters. A second excuse B2B companies give for not blogging is they don’t have time to write blog posts.
If you just absolutely do not have the time to write blog posts and do content marketing for your company, I have created an affordable B2B content marketing service for you where my team and I will do all the work for you including promoting your posts so each of your posts is seen by potentially thousands if not tens of thousands of people in your exact niche market. Unfortunately, just writing and posting articles to your blog is no longer enough to be successful with content marketing. In summary, every B2B business should be doing content marketing (blogging) of at least one new post per week to provide valuable information to their niche market.
Even better, customers who come through referrals are the most likely to convert compared to those who come in through other channels. Before you start looking for B2B referrals from your clients, ask yourself whether you actually deserve it. If you are not so sure that your customers would refer you to others, it is time to make a few changes. Whether you ask them through email, on your website or in person, the most important thing is to be simple and clear about your request. Most of your happy clients would readily refer you; they just do not know how to go about it.
If the referral is done on your website, make it easy to locate and fill being careful not to ask for too many personal details or lengthy answers. Additionally, give them clear instructions on how to refer you on review sites such as Yelp and on social media.
Do not ask for referrals once and then forget about it, it is important to keep reminding your clients to recommend you. By increasing the amount of B2B referrals you get from clients, you will be surprised at the drastic and immediate positive change to your bottom line.
One of the biggest obstacles B2B companies face when marketing their product is having that product viewed as a commodity. Providing amazing service is how Amazon and Zappos became so popular and how they created such amazing loyalty among their customers.
In summary, if your product is seen as a commodity and you are competing on low price, it is because you have chosen to market your product a commodity.
This entry was posted in B2B, marketing and tagged B2B Marketing Strategies on September 8, 2015 by Peter Geisheker. Today I am going to teach you what has been a golden secret in marketing for obtaining new clients for hundreds of years.
What this means is that you must first give potential clients a free trial of your service or a free product sample before you can expect a client to give back to you in the form of a purchase.
With your free sample or a free trial service offer, give a real sample or trial–not some crappy little thing that has zero value.
If you want a surefire method for quickly gaining new clients and growing your business, employ the rule of giving before you get and allow potential customers to try your product or service for free so they can experience for themselves risk free if your product or service provides the benefits you promise. This entry was posted in B2B, marketing, marketing lessons, marketing promotion, marketing strategies and tagged B2B Marketing Strategies, marketing strategies on August 10, 2015 by Peter Geisheker.
The Side Hustle Show is the podcast for part-time entrepreneurs who are looking for business ideas, actionable tips to start a business, and killer strategies on how to turn their side hustle dreams into a growing business. Guests include Jon Acuff, Chris Ducker, Brian Clark, John Lee Dumas, Pat Flynn, and many Tim Ferriss and Gary Vaynerchuk proteges. Carey Green had spent the last 20 years as a pastor, before making the leap into entrepreneurship. Today Carey helps other aspiring mortgage brokers pass their certification exam, a test he says was the hardest he ever took. Then, as he studied to become a licensed mortgage broker, an idea took hold to put his study notes online.
In this episode you’ll hear how Carey hustled to make it happen and the steps YOU can replicate in your own industry or niche.
You may know Jason as the IWearYourShirt guy, where he earned over $1,000,000 wearing t-shirts for various companies. In this episode, he shares his tips for getting sponsors for your work, even if you're just starting out.
Since then, I’ve experimented with several other sponsorship projects, including sponsored posts on this site and more recently, paid advertising on The Side Hustle Show. You may know Jason as the IWearYourShirt guy, where he earned over $1,000,000 wearing t-shirts for various companies. In this episode, he shares his tips for getting sponsors for your work, even if you’re just starting out.
In my recent annual member survey, one of the biggest challenges named was coming up with the right side hustle idea.
We actually recorded this a live Blab hangout (my first ever!), and may try and do similar sessions in the future.
This is the second in what will (at least) be a 2-part series on side hustlers earning income from their land investment endeavors.
In addition, Chris does the occasional cash flip and also has more than $70,000 worth of land payments under contract. In episode 108 of The Side Hustle Show last year, we met Mark Podolsky, a real estate investor specializing in raw land. Tune in to hear Chris’ tactics for sourcing deals, finding buyers, and setting up his land business for recurring passive income. How to use public information to find leads (and how Chris has trained a virtual assistant to do much of this legwork for him).
In episode 108 of The Side Hustle Show last year, we met Mark Podolsky, a real estate investor specializing in raw land. Josh has actually been investing in real estate for over 10 years, but accelerated his land-investing efforts after hearing Mark on the show last year. Tune in to hear Josh’s tactics for sourcing deals, finding buyers, and setting up his land business for recurring passive income.
I know it’s a good episode when I hang up the call buzzing like I should totally start this! The time commitment needed to run this business as a side hustle to his Army job and Enduring Charity work. We've talked about Uber and Airbnb before, but there are literally hundreds of different platforms where you can put your buy buttons. These app-powered peer-to-peer transactions are unlocking an estimated $300 billion in economic activity by 2025.
We’ve talked about Uber and Airbnb before, but there are literally hundreds of different platforms where you can put your buy buttons. Tune in to hear about several promising platforms and Glenn’s top tips for side hustlers getting started down this path. We chat content, traffic, and monetization strategies, as well as how he manages the business in his spare time. How he added a forum to the site to address questions one-to-many instead of one-to-one (and build an archive of user-generated content in the process). Kenny Azama has worked with massive global brands like Nike, Samsung, Apple, Chevrolet, and Coca Cola, but he's not an ad agency or a top secret marketing mogul.
Kenny Azama has worked with massive global brands like Nike, Samsung, Apple, Chevrolet, and Coca Cola, but he’s not an ad agency or a top secret marketing mogul. When we caught up, Kenny was in the middle of a cross-country RV tour for a pet care brand, earning $2k a week! But not every brand ambassador gig requires this kind of full-time commitment, and many can be done on your schedule part-time, nights and weekends.


Kenny is so in love with this income stream he’s actually built an online platform dedicated to helping people learn more about the opportunity. Gina Horkey has come highly recommended by a number of listeners, and I’ve seen her work what seems like “all over the Internet” for the past couple years so I’m excited to finally connect and bring her on the show.
She’s a freelance writer extraordinaire, but also a virtual assistant, and someone who now helps others follow in her footsteps. Gina successfully built her freelance writing and virtual assistant business to be earning several thousand dollars a month; enough to quit her day job and go full-time.
In this call, we chat pinpointing a service you can offer, finding your first clients, pricing your services, and growing the business and expanding into more time-leveraged income streams.
Jon is a former attorney turned full-time entrepreneur, and he's the master of building high quality niche blogs and monetizing them to $10k-20k per month in record time.
We've covered niche sites in the past, but the type of sites Jon focuses on are a different animal. Jon is a former attorney turned full-time entrepreneur, and he’s the master of building high quality niche blogs and monetizing them to $10k-20k per month in record time. On the call, we use the example of a snow sports site, which in years past may have been considered too broad. Parenthood has got me thinking, every BIG victory is built on the back of a ton of mini victories. We all want the BIG win; quit our jobs, passive income, early retirement, location-independence, whatever it is. Phil's built up a HUGE library of more than 50 online courses and teaches more than 130,000 students. In this episode we chat about how he comes up with course ideas, how he structures his content, and he markets his material, along of course with the tech he uses to get it all done.
Teaching online is a fantastic way to earn money from your experience, skills, and expertise - Phil's built up a HUGE library of more than 50 online courses and teaches more than 130,000 students. His own ecommerce empire has grown to $400k per month in revenue -- yes, per month -- and he's the founder of the popular Jungle Scout software tool that helps make the product research process faster and easier.
In this call we dive into his specific sales criteria and next steps in evaluating a product's profit potential and how to bring it to market on Amazon.
In April, he mentioned he'd also started selling products on Amazon FBA using the clearance arbitrage model Travis Scott shared on the show.
Then you need to engage and convert them into leads and customers using Facebook and Google remarketing. Remarketing is done by adding both a Google and a Facebook tracking pixel to your website. Then, every person who visits your website is automatically added to your Google and Facebook remarketing audiences that you can advertise to over and over. Understand that you should not be focused on generating immediate leads with Google Advertising. Probably the majority of your employees have at least one social media account and they should help your company by adding your blog posts to their social media accounts.
This can get a bit expensive as their minimum click charge is $2 per click and you can get far more clicks from your Facebook and Google advertising at a much lower cost per click. However, avoid buying email lists from an email list broker because when you advertise directly to a list of people who did NOT opt-in to receive your email advertising, you are spamming them and you will irritate them. You do this by promoting your new blog posts to your remarketing lists and to your email list to get your past website visitors to come back to your website and read your new content. For more information and a free consultation, call us at (214) 646-3871 or click here to email us. When a business sells directly to a person, such as a grocery store selling their groceries to your mom, that is called “Business to Consumer” and the acronym is B2C.
For example, if that same grocery store mentioned above sold 1,000 steaks to IBM for a huge IBM employee cookout, that is a B2B sale because it is one business (the grocery store) selling to another business (IBM). An example would be a marketing and advertising campaign for a computer network installation business selling their computer network installation services to businesses in their city. LinkedIn has thousands of user groups for business professionals to discuss specific topics and network with each other. Now, when selling to a business, especially to a large business, you may sell 100,000 of your widgets in a single business purchase instead of only 1 or 2 like you would if you sold directly to consumers.
Getting the right B2B leads is the sole purpose of most corporations that offer B2B services. While Facebook and Twitter are primarily used by B2C companies, corporations that want to find precious business leads need to have a strong presence on LinkedIn. To be effective, you need to discover what your leads’ problems are and come up with a solution.
To take advantage of the power of Facebook for lead generation, create high quality blog posts and promote them to your fans and custom audiences such as your remarketing audiences and your lookalike audiences.
There is a group of people and businesses (your niche market) who care a heck of a lot about it.
It’s always much better to write something short, simple, and helpful than to write nothing at all.
In fact, much of the time shorter blog posts are better because people are busy and they may not have time to read really long blog posts. If you want to get a lot of people in your niche market reading your blog posts, you need to promote your blog posts to your niche market using Facebook’s custom audience post promotion tool. Receiving good referrals from them can multiply the number of quality leads coming your way. Focus on customer satisfaction through efficient service delivery and excellent customer service.
By simply asking your customers, you will be surprised to discover how many are willing to recommend you and were just waiting for an opportunity. If you know a client who would benefit from their products or services, do not hesitate to refer them to your customer. The best way to do this without bugging them is by making the reminder a fixture of your newsletters or emails. When your product is viewed as a commodity, you are stuck competing on price alone, and there will always be a company that is willing to sell their product at a lower price than you.
There are endless ways to make your product stand out and be special so you have new clients come to you instead of you chasing to get them.
If you would like to get businesses as clients, we can help you with our powerful inbound marketing program. Remember, the golden marketing rule to getting new clients is that you must first give before you can get. If we think it is too much of a financial risk to allow our customers to sample our products or services for free so they can test the quality, then we should not be in business because what we are selling is not worth a customer’s money. If you would like to get businesses as clients, we can help you with a powerful inbound marketing program. If your business gives in-person presentations (or webinars) to win new clients, always use your best presenter who consistently wins the most new business to give ALL of your presentations. Fire your average and poorly producing sales people and replace them with top producing new client “hunters.” There is zero reason to waste time and money employing average and poor quality sales people. Provide undeniable proof that your product or service helps your B2B clients solve their business problem. If you would like to get businesses as clients, we can help you with our powerful inbound marketing program. We cover all aspects of starting a business and making money (online and offline), including small business marketing, sales, websites, social media marketing, blogging, time management, and more.
As he studied to become a licensed mortgage broker, an idea took hold to put his study notes online. That business, which actually derives most of its traffic from YouTube, generates $1000 a week! A friend asked him for some audio editing help, and he couldn’t help but notice the rapid rise in popularity of podcasting.
It’s a great example of combining The Piggyback Principal with what people are already asking you for help with. He's even sold his last name (twice -- each for $40k+), formerly going as Jason Surfrapp and Jason Headsetsdotcom. If you don’t want to toil as a freelancer or build your own products, one interesting way to cash in on your work is to attract sponsors.
I shared the event in our SH Nation Facebook group and was excited to see about a dozen people stop by while we were live.
He called it “The Best Passive Income Model,” because there are no products to build, no tenants or toilets, and you can start without a huge upfront investment. The first is my friend Josh Brooks, an Army Battalion Commander and founder of The Enduring Charity Foundation.
At that time, he was earning $3-4k a month from a portfolio of different sites, and looking to expand his online empire. You win it one quarter at a time, one possession at a time, one down at a time, one yard at a time. As someone who is, shall we say, less-than-savvy when it comes to mechanics, I was impressed. While he now focuses on his business full-time, he hit the 6-figure income mark before leaving his day job. These are the same key principles we use in our training and consulting services for professionals and companies of all sizes in all business segments around the worldwide. You then use Google and Facebook remarketing advertising to keep placing your ads in front of your audience to promote your new blog posts, to convert them into subscribers to your opt-in email list, and to get them to contact you through your online “contact us” lead generation form(s). It will also help make your website and blog the Wikipedia for your industry, which is a very good thing for generating leads and new customers. Facebook advertising is a tool to drive highly targeted traffic to your website to begin your relationship and get those people on your remarketing audience lists.
Just as with Facebook, it is a tool to drive highly targeted traffic to your website to begin your relationship and get those people on your remarketing audience list. Some of them may even report you to email spammer list websites where your company will be listed forever as a spammer.
However, things have radically changed in the previous years due to the high competition in this industry, so companies that want to stand out of the crowd and gain a competitive advantage in their niches need to go above and beyond and use certain business to business lead generation tactics that have been proven to be effective.
If you are good enough, you will be considered an authority figure in your group and you will be able to find free leads.
Always cite recent studies in your posts and post videos where you present the solution in a friendly manner.


It is for those consumers and business buyers that you create your content (blogs) for so they will see you as an expert in your industry who provides helpful information, and they will want to buy from you. In the world of content marketing, writing something is always better than writing nothing.
There is no reason to write about something for 2,000 words when you can say the same thing and provide the same value in 200 words or less. Then, you should promote your blog posts to your niche market using custom audience post promotion on Facebook. According to a study by Ascend2, 50% of B2B marketers say that client referrals are the most efficient lead generation strategy. Look at your business from a client’s perspective and see whether you would recommend it to others. According to a study by Advisor Impact, 83% of satisfied customers are very willing to recommend you. Just after a successful transaction with a customer, you are highly likely to get a good referral.
Educate your current clients and prospects by creating a document that explains the exact service clients will always receive from your company. They key is to educate them on the amazing customer experience they will always receive when they do business with you, and then make darn sure you provide that exceptional service. What additional products or services do your clients want that you can include with your product that will make their life easier? If your competitors offer a 60-day product replacement warranty, you should offer at least a 90-day product replacement warranty.
Whenever you can make your product easier to buy by offering financing, you are going to encourage more businesses to buy from you. If Fiji can make a successful premier bottled water and be very profitable in the heavily commoditized bottled water marketplace, you certainly can create a premier product in your marketplace. We tell the customer they have to buy our product or service without knowing if it will truly fulfill their needs.
Never give incoming leads to your average and poorly performing salespeople as by doing so you are hurting your chances to convert that lead into a client. A big part of selling is getting the emotional human factor into how a business problem impacts a person, their company, their job, coworkers, family, etc., AND how solving that business problem with your product or service will improve their life, their job, their business, their coworkers, their family, etc. Every time you have a poor or average presenter present for your company, you make your company look bad and you will almost certainly not win the new client. A major problem with marketing and advertising is people tend to not believe the promises you make at how amazing your product or service is.
Focus your marketing, advertising, and sales presentations on how your product or service does the best job in your industry at producing the most desired end result your niche market wants. Building a large highly targeted audience for remarketing is the key to creating a successful online lead generation program. To get more free traffic from the search engines, make sure to add important search terms people search for in your blog titles, and your HTML title tag and description meta-tag.
It is with remarketing that over time you convert your website visitors into leads and customers. It is with remarketing that you over time convert your website visitors into leads and customers. However, I will say that with very targeted Google Pay Per Click Search advertising you can generate leads on the first visit to your landing page. You also create remarketing ads to attract past website visitors to go to your landing pages to subscribe to your email list (by promoting your free book, white paper, etc.), and to send them to your landing page(s) to contact you as a lead using your contact for or by calling you. To sell 1 million of your widgets per year to consumers, you may need to have 500,000 or 1,000,000 customers (very expensive to pay for enough advertising to get that many customers). Many of the best blog posts are short, written in very simple language, and get to the point quickly. If you can help a person by providing 30 words of advice, that’s a valuable blog post. Doing so will increase your number of leads and sales, especially if you’re doing content marketing and your competitors are not, or they are rarely doing it.
This may be that your phones are always answered by a live person, you triple check all orders to ensure the order is correct, you answer all email within 30-minutes, you ship all orders via FedEx within 24-hours of an order being placed, and any other special things you do for your clients, especially ones that your competitors do not do. Within your product line you should have at least one version of your product that is the super premium version that is priced higher than your competitors. If your competitors do not offer a money-back satisfaction guarantee, you should offer one. A great way to prove that buying your product is financially safer and a wiser investment than buying from your competitors is with customer testimonials and case studies. If a company has the choice to to buy 100,000 widgets from you or 100,000 widgets from one of your competitors, and you offer a 3-month payment plan while your competitor requires the full amount to be paid upfront, you are going to win the client’s business more often than your competitor will, even if you charge a higher price, because you are helping a company improve their cash flow through financing. Incoming leads should always be given to your top producing salespeople as a reward for them doing a great job and bringing in new clients for your company. So, only have your absolute best presenter who has the highest new client win percentage give your presentations to win new clients. If you are not sure what the most desired end result is, call your current clients and prospective clients and ask them! Think of it this way: just like with dating, you do not propose to the other person 1-minute into your first date. People who go to Google and conduct a search to find a solution to a problem they are having are far more motivated to take action now than someone who sees your ad on Facebook.
On the other hand, with selling to businesses you may only need 100 customers to sell that same 1 million widgets. According to a study conducted by these guys, top B2B sellers spend at least 6 hours each week on LinkedIn. Make your customer service 5-star so that working with your company is truly a pleasurable experience so your clients won’t have all the problems and headaches they have working with other companies. To do this you need your marketing and advertising to present your product as the best of the best. You need to prove to your target market why buying from you is a much smarter and financially safer option than buying from your competitors. Businesses respect and believe the opinions of other businesses who have purchased your product far more than they will believe your sales reps and your advertising. I cannot remember who it was, but I know there was a CEO at a Fortune 500 company that each year would fire the bottom 50% of his sales force as he only wanted the top sales producers working at the company. You create this proof by using statistics, case studies, testimonials, publicity, and client references.
By spending a few hours on the phone interviewing your current clients and prospective clients on what they want most and how you can best serve them, you will gain an incredible amount of market insight and you will be much better able to customize your marketing, advertising and sales presentations to match exactly what your prospective clients want as their buying criteria.
With Facebook advertising you should not be trying to immediately sell a person who just arrived at your website for the first time.
So, for lead generation Google Pay Per Click Search advertising can be an outstanding tool. It is a lot more affordable and focused with advertising to get 100 customers than to get one million customers.
The reason they choose to invest 15% of their working time on a single platform is simple – LinkedIn has ROI. You will immediately give your business a competitive advantage by shipping faster than your competitors.
Think of how Rolex advertises their watches compared to how Timex advertises theirs, how Rolls Royce advertises their cars compared to how General Motors advertises Chevys, how Apple advertises their computers compared to Acer, and how Fiji markets their bottled water compared to the low price “commodity” bottled water companies.
With all things being equal, if company A offers a 60-day product replacement warranty and company B offers a 180-day product replacement warranty, it is easy to make the decision to buy from company B, even if their pricing is a bit more. Therefore, interview your past and current clients to create testimonials and build case studies of exactly how your product solved their business problem and helped their business become more profitable.
Therefore, you need to focus on how you can turn all of your marketing and advertising and presentations into entertaining stories. This simple tactic will help you win a far greater percentage of the businesses you present to. And, he was obviously always recruiting new sales people to try and find better and better talent. They do not know who you are, they do not know your company, they do not trust you, and they will almost never contact you as a lead or buy from you the first time they visit your website.
The problem is that it can be very expensive on a per click basis, and unless you have a high traffic to lead conversion rate, and a high lead to sale conversion rate, it can be difficult to be profitable with Google AdWords. You can also answer phones faster, answer emails faster, answer customer service requests faster, and solve customer problems faster.
If Fiji can create a premier bottled water within the highly commoditized bottled water market, you can certainly create a premier product in your marketplace. When creating testimonials and case studies, always use the full name of the person, their job title, and the company they work for. For tips on how to give amazing presentations and win new clients, read the fantastic book, “Perfect Pitch: The Art of Selling Ideas and Winning New Business” by Jon Steel. It’s very much like a professional sports team where you are always getting rid of your average and lower level players and trying to replace them by recruiting the best of the best players. Just like with going on dates and marriage, you need to first go on many dates over time before you propose and get married.
In today’s fast-paced business world speed provides an instant competitive advantage and businesses will pay a premium price if they can receive your product faster and receive customer service faster. Think how you can turn your single “commodity” product into a product and service package, such as a Bronze Package, an upgraded Silver Package, or a premier Gold Package. Reading a testimonial by Bob Marks, CEO of Marks Global Industries is far more believable than reading a testimonial by a person named “B.
An entertaining story will always do a far better job of helping you win new clients than listing 50 bullet points of all the boring features your product offers. You will be amazed at just how many businesses will want your Silver and Gold premiere packages and they will be more than willing to pay a premium price for it.
If you try to hard sell them immediately the first time they visit your website you will turn them off and they may not ever return to your website. The success secret is to make your website and blog a magnet to your target market by every week providing new and valuable FREE information and resources for them.



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