So what can a solution vendor do to quickly establish the level of value that will generate high quality leads?
They must make every FIRST IMPRESSION count with their prospects! That means the following white paper attributes must achieve a greater significance in quickly establishing a positive ‘value-oriented' first impression with a prospective customer, including:
- The White Paper Landing Page
- The White Paper Cover
- The White Paper Text Abstracts
- The White Paper Summaries (extracted from the featured white paper)
Featuring these "samples" of your white paper enables your prospects to spend a incremental amount of time with your content to better understand your value-oriented solution message. If this is performed in several strategic areas over time, that prospect will gain a better appreciation the value that you bring to the market, which will generate a ‘warmer' lead.
For example, a visually appealing landing page (with a thumbnail of your front cover) combined with a succinct abstract and an ‘ungated' sample of your white paper will go a long way to generating a white paper download for the full white paper that creates in a warmer lead.
Once you can get the full white paper in the hands of your prospect, your opportunity to build on that business relationship will be closer to the kind of business relationship that will generate a sale.
This may not happen overnight. For example a free sample might lead to a white paper, then a newsletter signup, and finally a social media following, etc. Over time, that may move that prospect closer to advancing the business relationship.
VoIP makes a lot of sense for educational institutions—and it’s not just because of the substantial cost savings. Other benefits include increased efficiency and integration options. Emergency responsiveness can even be improved. more
The telemedicine revolution is finally happening. Experts have been discussing the potential for patients and healthcare providers to connect remotely for years, but the market is just now moving to adopt it—in a big way. Data suggests this market will grow over 14% annually through 2020! more
If improving customer experience is important to you (it should be), then 2017 may be a good year to reevaluate the software you use for your contact center. With customer preferences shifting, the importance of an efficient contact center has never been higher. You cannot afford to simply focus on keeping costs low. Significant competitive advantages are available to businesses who manage this area effectively. more
The status of technology within an organization is rapidly evolving—and so is the role of the CIO. With breakthrough capabilities enabled by new technologies, a growing shortage of available developers, and an increasingly tech-savvy business user, the role of IT—and the CIO in particular—is morphing into one of strategic advisor to the business and driver of innovation within the company. more