The December 14 blog post from Seth Godin, marketing guru supreme, was full of good advice in “Assorted tips, hope they help.” Unfortunately, none of the tips are about marketing. My first thought was, only Seth Godin could get away with this and still attract millions of readers.
I have lots of good advice to give out, too. But I don’t have the luxury of millions of readers. Those who land here to get B2B marketing advice might not like being told how to eat better. Here, it’s just marketing advice.
You may not be eating better, or making better medical decisions, or remembering to backup your hard drive, but following my advice should help you get a pat on the back (and maybe a raise) for generating more qualified leads (and sales) for your company.
- In your designs (online or off) never reverse body copy out of a dark or busy background. Doing that is like saying, “We have cool designers who don’t care if you read a word of our message.”
- “Keep it simple, stupid” especially applies to marketing communications. Even highly educated C-level executives want to get their information in plain language without having to work at it.
- Just because someone is the president of a big company doesn’t mean they don’t like t-shirts with funny sayings on them. People are people.
- Always build your marketing budget based on what you’re willing to pay on a cost-per-lead and cost-per-sale basis.
- Put your free educational content offer and how to get it right up front in ALL your outbound lead generation communications.
- Forget the word “we” forever. Never use it again in B2B lead generation marketing. Prospects don’t care about you at that stage of the buy cycle. They care only about what you can do for them now.
- Stop being boring. Make your marketing messages upbeat to reflect the genuine excitement you feel about the services and solutions your company offers.
- Studies have proven that the more you promise about what your service or solution can deliver, the higher the level of satisfaction felt by your buyers. Don’t lie — but don’t hold back either.
- Schedule conversations with different sales people often. Sales people talk to prospects and customers and can help you make sure your marketing messages resonate in the real world.
- In B2B lead generation and nurturing, never waste the cost of any marketing by not including a strong, clear and compelling call to action. You can brand and generate leads at the same time.
These are not new, but they’re all worth remembering. And I have more where those came from.