A Whitepaper on Using Whitepapers to Generate Targeted Leads
Surveys among technology purchasing decision-makers have found that whitepapers have the highest influence on the decisions. White papers are information products that explain how users can solve specific problems with specific technology products and services. A buying decision is primarily an information intensive process.
A Whitepaper on Using Whitepapers to Generate Targeted Leads discusses how whitepapers can solve a widely-felt business problem, viz. how to locate prospective buyers of your product or service. The contents of the whitepaper are listed in the next paragraph.
Table Of Contents
- Executive Summary
- The Whitepaper and Your Business
- Significance of the Whitepaper
- How do Whitepapers Compare with Alternatives?
- How do Whitepapers do it?
- How to use a Whitepaper for Lead Generation
- Writing a Whitepaper that Produces Results
- Promoting the White Paper
- Nursing the Prospects
- Computing Whitepaper Costs and Returns
- Improving Whitepaper Campaign Results
- Action Steps for a Whitepaper Campaign
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How effective are White Papers?
White papers provide specifically helpful input during the customer's buying-decision process. Unlike brochures and other sales literature which tend to be product oriented, whitepapers are information oriented and help prospective buyers to see how a product or service will actually help them achieve what they want.
Whitepapers support field sales persons by providing them specific application information that they can use during their presentations. They are great training material, particularly for new members of your sales force and for a new product or service.
White papers are great tools for brand-building. The understanding of customer problems that they demonstrate creates a favorable image about you in the prospect's mind.
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