Welcome to WebProNews Breaking eBusiness and Search News
Advertise | Newsletter | Sitemap | News Feeds News Feed 
 WebProNews Search Part of the iEntry network iEntry inc. 

Lead Generation Via Industry Experts

Brian Carroll
Expert Author
Published: 2005-05-21

WebProNews RSS Feed

Proactively building relationships with industry experts is a powerful way to generate sales leads and positive word of mouth (WOM).

Four steps to garner expert referrals:

  1. Map out the key players, experts, opinion molders in your industry. Look at speakers at industry events, authors, bylines and contributed articles in trade journals, and blogs. Now you should have a pretty good map of the people you need to know.

  2. Research them, their companies, their clients or customers. Do they work with companies that fit your ideal customer profile? Make your shortlist.

  3. Approach them with simple value proposition via phone with something like this. "I'm contacting you as a recognized expert in our industry. We're interested in your assessment of our company's value proposition for the [fill in the blank] industry. Also, we'd like to understand your practice's focus better because we are actively working this market and expect to find opportunities that need strategic expertise such as yours. Would you be interested in exploring this further?"

  4. Common ties - Another simple but powerful way of finding new business is get to know your clients other trusted advisors. Ask their permission to contact them. Give them a call and let them you have something in common already - you share the same customer. This can be an easy way to creating new relationships that are mutually beneficial.
Why does this work? You begin by being genuinely interested in their business. Secondly, experts - stay experts - by continually updating their knowledge of industry trends, information, key players, tools and ideas.

They continually seek out other relevant resources that could possibly help their clients. If you can be a good resource for their clients... they need you.

Finally, when experts are doing their consulting, writing, and speaking - they are not completely focused on new business development. The result, many go through phases of feast and famine. You and your company could also be sales lead referral source for them too.

Many experts will give you permission to post their articles and resources on your website or newsletter. The "about the author" gives them more exposure, and positions you as an expert too because their credibility rubs off on you i.e. you benefit positively from "guilt by association."

Over time, as you build your lead generation program, your experts may be interested in co-developing white papers, special research reports, articles, and events with you.

Experts pride themselves on their professional integrity, so they will likely refer business to you and a competitor (assuming you have them) at the same time. You will still have an edge by investing in the relationship. They are still more likely to favor someone who has shown an interest in them and given them value. Was this helpful?

Reader Comments...

Receive Our Daily Email of Breaking eBusiness News

About the Author:
Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."

Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.

WebProNews RSS Feed

More Articles

Contact WebProNews



Targeted Information for Business
WebProNews is part of the iEntry network

Internet Business: Marketing: Small Business:
WebProNews MarketingNewz SmallBusinessNewz
WebProWorld AdvertisingDay PromoteNews
EcommNewz SalesNewz EntrepreneurNewz

Software: Search Engines: Web Design:
WebMasterFree Jayde B2B DesignNewz
NetworkingFiles SearchZA FlashNewz
SecurityConfig SearchNewz WebSiteNotes

Developer: IT Management: Security:
DevWebPro ITManagement SecurityProNews
DevNewz SysAdminNews SecurityConfig
TheDevWeb NetworkingFiles NetworkNewz

The iEntry Network consists of over 100 web publications reaching millions of Internet Professionals. Contact us to advertise.

 Advertise | Contact Us | Corporate | Newsletter | Sitemap | Submit an Article | News Feeds
 WebProNews is an iEntry, Inc. ® publication - $line) { echo $line ; } ?> All Rights Reserved
About WebProNews
WebProNews is the number one source for eBusiness News. Over 5 million eBusiness professionals read WebProNews and other iEntry business and tech publications.

WebProNews provides real-time coverage of internet business.

Free Email Newsletters:
WebProNews SearchNewz
WebProWorld DevWebPro
Marketing SecurityNews
Plus over 100 other newsletters!

Send me relevant info on products and services.

Ten most recent posts.

Featured Software

WebProNews in the News
View all recent mentions of WebProNews from around the world!

Recent Articles On ...
Google eBusiness
Yahoo Ask Jeeves
MSN Blogs
Search Engines Blogging
Affiliate Programs Marketing
eCommerce Advertising
eBay Sun Microsystems
AOL Adsense
Microsoft Adwords
Oracle IBM
Amazon Apple
SEO iPod
Adsense XBox
PR Adobe

iEntry.com WebProWorld RSS Feed WebProWorld Contact WebProNews Print Version Email a friend Bookmark us