White Papers

Tips on creating white papers and marketing with them.

13 Ways to Generate Leads with a Sales Letter or Email

May 11, 2010 by Leave a comment

One of the most effective ways to generate leads in B2B is with a brief letter or email offering valuable information to a well-targeted list of prospects.

Here are 13 different ways to use this technique to generate leads for your company.

1. Offer a free white paper or special ...

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How to Double or Even Triple your Lead Generation Campaign Response

April 14, 2010 by Leave a comment

Want to significantly increase your response rate and ROI from your lead generation campaigns?

Use a bait piece.

What’s a “bait piece”, you ask?

A bait piece is any information product you offer for free, as “bait”, to “lure” your prospects into giving you their contact information. It can be ...

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Lead Generation through Anticipation

October 9, 2009 by Leave a comment

The Internet has turned us into an “I-want-it-NOW!” society.

It provides instant access. Instant information. Instant entertainment. Instant shopping. Instant dating. It has accustomed us to instant gratification of our desires.

It’s made us impatient.

And while the Internet has in many ways been a boon for advertisers, it has ...

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5 Deadly Lead Generation Mistakes… and How to Avoid Them

April 8, 2009 by Leave a comment

In February, I participated in a seminar on writing and marketing with white papers hosted by white paper specialist Michael Stelzner. In one presentation he gave us, Michael discussed 5 mistakes that many businesses make when they use white papers, special reports and other free information products (or “bait pieces”, ...

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12 Tips for More Effective White Papers – Part 2

March 3, 2009 by Leave a comment

Do you sell products that are cutting-edge, complex or expensive?

Do you want to generate quality leads? Grow your email list? Establish or enhance your company’s reputation as a leading innovator in your market?

Is your sales team asking for stronger “leave behind” materials? Are you looking for content that ...

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12 Tips for More Effective White Papers – Part 1

February 10, 2009 by Leave a comment

In tough economic times, business buyers – like the rest of us – are generally resistant to spending money without good reason. Their anti-advertising defenses are at full alert.

So I thought this might be a good time to pass on a few tips about a tool that is specially ...

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