A new infographic provides a “game board” kind of road map to nurturing business to business leads. The graphic shows how you can go from lead to sale in as little as 60 days.

GoPromotional Infographic - B2B Marketing - Click to View the Full Infographic!

Infographic Credit: econsultancy.com

B2B marketing tends to be more personal than B2C marketing, so be prepared for face to face interviews, examples of your portfolio, or any other means to prove you’ve got the best product for someone who likely has the same small business concerns as you.

Here are the highlights:

  • First, generate leads. These can come from a Web form, a trade show, free trails, referrals, even business cards.
  • Then, follow up with various activities such as case studies of other clients, invitation to a Webinar, a letter explaining the competitive advantages you offer, a White Paper (a comprehensive analysis of your service) and follow up emails or phone calls.
  • After the prospect shows interest, offer an “implementation guide,”
    which shows in detail how your service is going to help the prospect.
  • By day 55 or so (unless the client is “fast tracked”), you should be ready to talk about a contract.

Having a pitch program like this will keep your pitches consistent and on track.