Every business owner knows there are customers for his business offering. The very basis of a business idea rests upon the assumption of a ‘customer’, either ready or soon to be, to lap up the manifestation of the idea, whether as a product or as a service.
But ask a business owner about how exactly his customer acquisition journey has been, and you’ll get him talking, particularly if his is a business-to-business business or B2B, as customers are limited, and every one of them are really hard to come by!
I have identified the following steps which I feel are the most critical in the B2B lead generation to customer acquisition cycle. This is basis my limited but quite intensive work in this field.