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October 12, 2006

Luring Prospects With White Papers

ME Liz Strauss wrote this at 7:43 am

Michael A. Stelzner, Guest Writer

Michael Stelzner 3

Looking to drum up new business? Need to generate some leads?

Finding new business is hard work!

If you want to persuade, white papers are the hot new marketing trend.

Different than the brochure or ad, the white paper is used to plant seeds among prospects early in the buying cycle (think first-time home buyer finds helpful resource guide).

Research by KnowledgeStorm shows that white papers are the most effective form of lead generation – even better than free trials and webinars!

If well written, the white paper provides valuable information to prospects who are searching for guidance. That information has magnetic value to the right readers, creating a steady stream of opportunity.

By giving away some important insight, you establish trust with readers. Trust is the first step toward building a relationship, and ultimately asking for the sale.

This article is the third in a five-part series on the advantages of white papers. The next article will examine how white papers can persuade others.

Your action: Learn the art of writing white papers that generate quality leads by picking up a copy of the new book, Writing White Papers: How to Capture Readers and Keep Them Engaged.

–Michael A. Stelzner

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5 Comments to “Luring Prospects With White Papers”

  1. October 12th, 2006 at 7:45 am
    Successful Blog - A 5-Part Series: Five Reasons to Start Writing White Papers NOW said

    […] Monday, October 9 — Five Reasons to Start Writing White Papers NOW Wednesday, October 11 — Create a Viral Buzz – With White Papers Thursday, October 12 — Luring Prospects With White Papers Monday, October 16 — The Persuasive Power of White Papers Wednesday, October 18 — Five Reasons Writers Make More $ Writing White Papers . […]

  2. October 12th, 2006 at 10:04 pm
    Timothy Johnson said

    Liz and Michael - your post could not have been more timely for me, as I’m starting to get requests to write white papers, but really had no idea on resources to pull from or where to start (other than reading a plethora of other white papers). Thanks for sharing this. Michael - I’ll be ordering your book promptly.

  3. October 12th, 2006 at 10:08 pm
    ME Strauss said

    Timothy,
    I’m delighted! They say that timing is everything in life!

  4. October 12th, 2006 at 10:57 pm
    Michael Stelzner said

    Hi Tim;

    Glad you liked the post! I think the book will get you off to a good start.

    I also might suggest you join me (and 500+ other folks) for a free webinar I will be doing on white papers coming up in a few weeks.

    See http://www.knowledgestorm.com/search/viewabstract/84885

    Mike

  5. October 12th, 2006 at 11:36 pm
    Using White Papers as Marketing Tools » TheSMSGuide Blog » Blog Archive said

    […] Interesting post. Michael A. Stelzner, Guest Writer at the successful blog says white papers are the most effective form of lead generation – even better than free trials and webinars! Wow. Wonder if it beats 1 page marketing sites. […]

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