I’ve talked a lot about what’s required to generate leads online, and I’m not referring to just getting a couple leads here and there, I’m talking about building a process to predictably produce qualified leads on a consistent basis.
At a high level,
your Target Market, Offer, and Services need to be aligned
. Within each of these three elements there are steps you need to take in order to ensure alignment, which is all documented in our
Lead Generation Blueprint
In addition, you must bring an intense Focus to the process.
Trying to be everything to everyone is a recipe for failure, particularly when it comes to B2B lead generation.
For example, one mistake I see a lot of small and mid-sized business make are websites that promote a laundry list of services to deliver on a vague offering for a wide range of target markets.
Compounding this mistake is another common error that I see (or don’t see, in this case): the absence of a differentiating value proposition.
Not knowing, or at least not articulating, what makes your business unique and worth your customer’s money and time is a missed opportunity to attract and engage your ideal prospect.
So, in this post we are going to discuss how to create a differentiating value proposition, one that clearly articulates the rare value you can bring to your customers and why someone should work with you.