Online Lead Generation: Can it Work for My Business?

Business-to-business service providers have a wide range of tactics they can deploy to gain new clients or customers. Direct mail; cold calling; TV, radio or print advertising are all ways in which B2B services gain new customers. In the last 10 years, the Internet has become another strategy to boost business, through advertising, web site optimization and online lead generation.

What is Online Lead Generation?

Simply put, online lead generation automatically sends information on prospective clients and their service needs to your e-mail inbox or to a web site account. Internet services such as ProcureAPro.com provide your business with an account where you can upload your business profile, location, hours of operation, client testimonials, and licensing information. Potential customers fill out a form online with their requirements for what kind of service they need, that potential client is matched with B2B providers for that service in their local area (or nationally, if the situation warrants), and the client's information is e-mailed to the matched B2B providers.

What Kind of Information Do Potential Clients Provide?

When a potential client fills out a form to request B2B services, they provide their name, phone number, location, and type of service needed. Depending on what kind of B2B service the client needs, they may provide even more detail, such as when they need the work completed; their target audience (for marketing services); the size of their staff (for human resources and other business services); technical requirements; the size of their office space (for furniture and other facilities services); and more.

Can Online Lead Generation Work for My Business?

Mark Shulimson, manager of ProcureAPro.com says "We use a number of both automated and human quality assurance checks to ensure the quality of our requests." While receiving a lead from a potential client is a major part of the equation, salesmanship comes into play. How you approach the potential client when you contact them is a big factor in whether you can convert a lead into a customer. "Once you receive a request, actively following up with them is key. Don't be passive, don't let email do the work for you, pick up the phone and make your presentation in person", says Mr. Shulimson. "Give potential customers reasons to hire you and a sense of urgency. Why should this customer act now? 'I'm usually booked but have an opening in my schedule this week'." Be sure that the person who contacts potential clients knows your business, pricing structure, licenses, experience and availability.

What Will it Cost Me?

Fee structures for online lead generation service vary widely. Fees also vary depending on what kind of B2B service you provide. "However pricing is structured you need to look at the Return on Investment or ROI. At ProcureAPro, our vendors setup a monthly budget. Say for example $100 budget for lead generation. At the end of a specified time period answer the question I spent $100 did I receive $100 worth of value? Most of the time the answer is going to be yes!"

The bottom line is that online lead generation is a cost-effective tool that can help you gain more customers. Using online lead generation in combination with traditional marketing techniques can help you build a string and success B2B service business.

Kristen Steingrandt has been in web marketing since 1999, working on everything from affiliate programs to PPC to SEO.

For more information, contact ProcureAPro at http://www.procureapro.com, customersupport@respond.com, or call 1-866-638-5323.

ProcureAPro.com is powered by Respond, an online community with 2.5 million members.

---

Doing Business Online ? Private B2B Exchanges

Business processes are the building blocks of an enterprise. If... Read More

The Internet Challenge

In spite of the increasing attention on how the Internet... Read More

E-commerce Software That Will Safeguard Your Business against Fraud

Fraud is a huge issue when it comes to the... Read More

Get Out of The Way

Get out of the way and make it easy for... Read More

Online Lead Generation: Can it Work for My Business?

Business-to-business service providers have a wide range of tactics they... Read More

Say Something Worth Talking About

I recently published a short e-book called 'One Thing I... Read More

How Merchant Accounts Can Save You Money

We all know that accepting credit cards is the key... Read More

Maximize Your Froogling for Increased Website Profits

Are you familiar with Froogle? If you are an online... Read More

Cyber Banking

The use of electronic cash as a means of transacting... Read More

Shop: Is Shopping Online Secure?

Is shopping online becoming popular and safe enough for you... Read More

How To Turn Any Product You Sell In To Residual Income

The concept of this is for you to offer a... Read More

Web advertising e-Marketing Places!

Overview:What is web advertising?Internet Advertising is popularly known as web... Read More

Leveraging Open Source Technology

Open Source applications can bring unique value to business owners.... Read More

Shopping Carts and the E-Aisles

Have you ever gone to the store and thought you... Read More

Looking For Free Advertising, Here It Is!

There are lots of ways to advertise for free but... Read More

12 Powerful Ways To Use Autoresponders That Will Take YOU To The Top

If only I had known that autoresponders are a necessity... Read More

How Measuring Key Performance Indicators Can Improve E-Commerce Strategy - Part Three

The first article of this series discussed page views per... Read More

5 Powerful Ways to Make Money Online with a Website

There are many ways to make money online and the... Read More

Old Habits Die Hard in the Third Age Years

I spent a lifetime in retailing and I'm still at... Read More

ECommerce Scenario in Pakistan

Pakistan with highest growth rates in 1960s and bad politics... Read More

Google to Compete with PayPal?

PayPal is secure in its domination over the electronic payment... Read More

Your Affiliate Web Site Is Built ? Now What?

When I first got my web site built, I thought... Read More

Database: The Secret of Success

BENEFITS OF A DATABASEBy maintaining your list as a database,... Read More

Google Catalogs - Old Gashioned Mail Order Meets High Tech Search

In addition to Google's Froogle shopping service (still in beta),... Read More

Getting Started: Creating a Business Plan

You're excited. You have a great idea for a profitable... Read More

E-Gold

E-gold is a digital currency, used extensively on the Internet... Read More

How To Stay Cutting Edge In Online Business

Let's face it, there's just way too much information out... Read More

eCommerce, How Much Does It cost?

Making profits with your existing website design or creating a... Read More

Top Ten Qualities to Look for in an Online Pharmacy

As you may have noted, there are thousands or even... Read More

Choosing on Order Fulfillment Service

When your eCommerce business grows to the point where you... Read More

What is SSL (the little padlock)?

SSL ("Secured Socket Layer") is a protocol used to... Read More

Is ClickBanks Popularity Drawing To An End?

ClickBank is the Internet's most popular payment processor for online... Read More

Dont Get Ripped Off Getting A Merchant Account

Far too many people get ripped off when setting up... Read More