online business to business marketing

By Ken Magill

Meet a 53-year-old vacuum cleaner salesman: Claude Whitacre.

Dear Direct Response Letter Subscriber:

Recently JN, one of my readers, sent me an e-mail very similar
in sentiment to dozens of other e-mails I have received over the
years.

"Why do marketers like ETR and AWAI send me 16-page DM packages
when the copywriter could have said the same thing in 1 to 2
pages?" JN writes.

"The prospect might even buy out of gratitude for not having to
wade through those 16 pages and breathe a sigh of relief instead
of snarl a nasty expletive."

But JN is not through lambasting long-copy direct marketing yet.
Her e-mail continues:

 Dear Subscriber:

Below is a message from legendary B2B Copywriter Bob Bly. He is offering a fabulous
opportunity to help you double your work-output. This is essential stuff for anyone looking 
to generate qualified leads

So many marketing techniques are applicable to B2B lead generation, yet are very often overlooked as not being "sophisticated enough". Even though the person that signs the cheque is still a person - and therefore responds to the same sales & marketing principles as any other consumer would - B2B marketers are often still wary of using simple methods.
One of those is a paid newsletter.

When does a web lead go cold? Immediately!

Contact rates decrease 100 times if you wait 30 minutes, as opposed to five minutes, to call back.

If you think your company is good at responding, think again, says Dave of InsideSales.com who has conducted more than 5,000 audits for leading companies.

The average response time is 44 hours!

An average of 43 percent didn’t respond at all.

78% of sales goes to the company that responds first – not to the company with the best or cheapest product.

If the terms 'Ponzi scheme' or 'Pyramid scheme' are new to you,

Charles Ponzi - first widely known criminal using this 'investment trick'

you are probably familiar with the concept.

We've all been offered an amazing 'business opportunity' or new
'money-making-system' that guarantees incredible proifts.
You know the ones: You pay $1000 into the collective pot then,
recruit two other people to buy in and you get a percentage of
their payment, and so it goes...

However, someone always loses.

And ultimately everybody sinks, apart from a few elite members.
In reality many SEO companies and experts offer a very similar
type of service. It goes like this:
You have a website that you have built up over many years, ie: adding lots of articles, revising errors and making changes to turn it into a fully professional website.
An SEO Company contacts you (or your webmaster) and asks to do
a link-exchange with you.
They explain that it will be good for your website to Rank
highly in Google, because your site will be linked to. All for
one simple link that you put at the bottom of your website.
In effect you are joining a ring of websites trying to 'game
the Google system'.

The end-results are two-fold: