In this good article, Hannah Codrington explains how you can use reciprocity for b2b lead generation. She explains how through the provision of useful information to your target audience through blogs, white papers, Ebooks and the like can encourage prospects to view you more favorably and therefore consider you when they are looking for new suppliers. She also talks about the use of webinars. I’d also add into this the use of Google Hangouts. Take a look at our first attempt on the topic of small business lead generation. We will make our hangouts more professional in due course but do a search for ‘Lead Generation Tips for Small Businesses’ on Google Search and we should be listed on the first page!