Utilizing White Papers to Generate Leads and Establish Industry Prominence

Now more then ever, businesses need cost effective methods to generate solid, quality leads. We have reached a day and age in which the old methods of finding leads just aren’t efficient.

As marketing departments are stretched thin and sales reps struggle, there isn’t time to sort through poor or unqualified leads. It is no longer enough to generate large numbers. Lead generation tools must target with pinpoint accuracy, educating potential clients and ultimately creating desire while encouraging a specific call to action.

In today’s world of social media and instant information, potential clients now have the means to conduct extensive research before making a purchase. Businesses who educate on first contact are discovering the ability to generate large numbers of prequalified leads. Additionally, when a lead generating tool helps a potential client solve a problem, it creates a desire to return the favor which can result in increased sales.

Decision makers seek quality information which  solves problems–often in the form of information products such as white papers or free reports. In a recent survey, 80.5 percent of buyers said they find white papers to be more effective then any other marketing tool in the decision making process. These same buyers also said that they rely on white papers more then any other marketing tool when evaluating possible solutions.

Add the fact that participants also stated that white papers provide the highest ROI of all marketing tools surveyed and you can see the power of white papers as an important part of the sales process.

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