You don’t need more leads…

Here’s the question you need to answer:

“If I had more leads what would I do with them?”

Would you  a) lose more or b) close more?

The answer of course is a) – you would lose more.

Generating more leads of the kind you already get just means spending good money after bad.  If you continue to generate leads by tele-marketing, trade shows, advertising or google ads you are throwing good money after bad.

Generating leads by telling more people about your latest offers, products, hires or sales is not going to work and is going to generate the type of lead you’re probably already getting.

Why not try generating leads through better content that strives to answer the questions in your customers’ heads.  Of course that means a bit of research to find out what their real problems are and not the imaginary ones you think the customer has.

The answer to the question ‘Do you need more leads?’ is a resounding No.  What you really need is a way to generate better quality leads.

And the way to do that is through ‘Inbound Marketing’.

Read about Inbound here.

How to Market an ERP System

How hard can it be? Marketing ERP systems is quite easy isn’t it?  You tell the market about all the features of your product, be it NetSuite, SAP, IFS, Odoo or whatever, then your sales person digs out the opportunity and the sales process begins.  To do this you’ll make a bunch of competitive claims:

Read More »

Stop talking about yourself.

This is a selfie-obsessed world. Every change of shoes, airport or bar is captured on mobile phones and promoted on social media. But the biggest mistake a B2B brand can make is to constantly talk about yourself. The first and most important thing to realise is that no-one cares. Rule number 1 then in B2B

Read More »

Inbound v Outbound; is it one or the other?

Inbound v Outbound. You may have seen recent articles on the subject of Inbound Marketing, comparing it to ‘Outbound Marketing’. Inbound is seen as the new method of attracting visitors to your website and outbound is the old style ‘push’ marketing. Inbound is usually portrayed as the way customers naturally want to engage with your

Read More »

How do you know you’re being ripped off by your web company?

By Benny Placido Over the years we’ve spotted a number of tell-tale signs that will indicate whether or not you’re being ripped off by your web design company.  But surely it should be obvious? Unfortunately it’s not, because most business people are not web experts and they expect their web company to look after them.

Read More »

Why ‘more’ means ‘less’ in Digital Marketing.

Here’s an absolutely true story, that I was personally involved in, that demonstrates the utter idiocy of going for more and more email contacts, Facebook likes, Twitter followers etc. When we were first starting out, a customer asked us to do exactly that ‘Get me more contacts, likes and followers, I need to reach more

Read More »

The simple elements that make up an Inbound Marketing Campaign

In my never-ending quest to help you develop better inbound programmes, I was trying to find a simpler graphic to explain the elements that make up a straightforward inbound campaign.  There are lots of diagrams that show the process from Awareness – Consideration – Decision and from strangers – visitors – leads etc. but nothing

Read More »

contact us

If you would like to discuss any aspect of your Web or Marketing please fill out the form below and we’ll get back to you as soon as we can.

our adress:

1 Station Loan
Balerno
Edinburgh
EH14 7AW

Phone: 07789 957 830