Being a prominent business intelligence firm, of late we have been getting a lot of queries for prospect research/lead generation. We feel there is a way to market our offerings better. What we do is provide real time automated solutions based on news, keywords, blogs, comments etc. In other words, we are able to find anything and everything from Google and any social media sites for any queries and create a list. We deliver 95%+ business data with 90%+ e-mail deliverability. Since we haven't yet marketed this offering, I feel if we can pitch better, we can create a name. If not: 1. How can we create product package that may sound interesting? 2. Who could be needing this kind of service that we might not have thought of? 3. How and when can we reach out to them?

When it comes to marketing a new offering, I usually encourage clients to think in "customerese."

What do your clients usually ask you for? Instead of translating it into the gobbledy-gook you usually use to describe it, keep it raw. People use those phrases ("find me some leads, please") because that's how they prefer to communicate their needs. That's what they'll probably be saying online, too.

Now, you're a BI firm, so you probably can learn very quickly on your own the who, where, and when of the audience. Conduct some BI analyses of the above phrases to discover where they appear most and which of those spots you can best help.

Reaching out depends on the who, where, and when. I'd be glad to discuss some strategies if you have this figured out.

Answered 3 years ago

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