A solid lead generation strategy does both, Craig Rosenberg, author of the blog Funnelholic, told me. The appetite for content online is insatiable so marketers would be wise to indulge the public with registration-free content, Craig says. “I do believe that if people are addicted to content without the reg-path and you path stuff, it better be remarkable.”
Rosenberg says the “vast majority” of your marketing funnel should be free without asking potential clients for personal info. Save the registration forms for further down the funnel where more research-heavy content like whitepapers resides.
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Does Your Content Live In A Mixed-Use Or Gated Community? | Eloqua Blog - 0 views
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Chris Jablonski, author Emerging Tech blog on ZDNet, who provided the following formula: 10% to 20% fully gated content, 20% to 30% name and email only, and 50% to 70% completely free.
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Determining a perceived value from a lead can be substantive metric, if somewhat difficult to ascertain. I am imagining it in action. Perhaps you provide an abstract for the content you are guarding behind a registration form. But the abstract is more than a general summary. It includes a bullet list for the specific topics addressed and how solutions are offered, without providing the actual solutions before you collect that personal information. The upside is that you know if a prospect completes the form, they are very concerned about that topic.
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