4 Offline Tips for Web-Savvy B-to-B Marketers to Reach SMBs
3. A Whitepaper, Transformed: When most people think of whitepapers, they think of boring documents that get tossed in the trash, but it doesn't have to be that way. Craft a whitepaper that breaks common understandings, is succinct (meaning five to seven pages), and remember to make it easy for them to reach you to find out more. By crafting a whitepaper that provides real value, you will be identified as an expert instead of a salesperson.
4. One Simple Phone Call: You don’t need to make the call, but someone on your team should. After you have sent along a postcard, an audio CD and even a whitepaper, make a call to see if they've received it. Let them know you aren't selling them anything; you simply want to make sure they received the helpful information.
When you can gain attention offline in the B-to-SMB market, you can attract a high-dollar client and leave your competitors scratching their heads.