Have you read a good white paper lately?
If so, you're not alone. People searching for B2B product information find white papers a highly credible source. They perceive them as less biased than sales literature and think of those who offer them as market leaders. In a 2009 study of IT decision-makers, 84% said a white paper had influenced a purchase decision.
White papers also generate sales leads. In the past five years, Brewer programs have produced leads by the hundreds for clients selling to chemical, MRO, motion control, and automotive prospects.
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We typically offer the white papers in
e-blasts and ads, and people register at a website to download them. The contact info goes to the sales force, and we sometimes ask a few simple questions about product use or buying plans. When multiple media are used, we like to track results with different URLs and compare results.
These Velcro USA Inc. and NLB Corp. white papers are current examples of turnkey Brewer programs.
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