Based on my experience in industrial marketing, I have found that a great deal of your online industrial lead generation is worthless.
So, when industrial owners or industrial marketers ask me about online marketing, I do my best to manage expectations and let them know that their online marketing efforts are similar to their offline, traditional marketing efforts.
“Mr. Owner, how many of your direct mail pieces produce great leads?”
“How are those cold calls working for your sales group lately?”
“Did you get a good return on our trade show investment, in terms of lead generation?”
I think we all know the answers to those questions, given the industrial buyers’ changing behavior.
I am not sure if it is because most industrial owners are digital immigrants, but they expect their online marketing efforts to render different results than their traditional marketing and lead generation efforts.
I often remind them of John Wanamaker’s famous quote about advertising: “Half the money I spend on advertising is wasted, the trouble is, I don’t know which half.”
So…when I found this marketing research from my fellow marketing friends at Straight North in Chicago concerning B2B leads, I thought I would pass it along to my readers.