B2B Strategies To Increase Growth
B2B marketing has its unique challenges; unlike B2C marketing, it is not easy to inspire interest in a product or service that is technical or intangible. Besides, clients have been in the field for long and armed with years of experience. The internet has made marketing even more challenging – most information needed about a product can usually be found online. Research says that nearly 70 to 90% of a B2B sale is complete even before buyers reach out to a Sales Representative.
Nevertheless, B2B companies can reach out to their target audiences. What are the things they do to connect with their clients? How do they win the conversation about their product and service advantage? We list some B2B strategies that are foolproof in driving revenue growth.
While B2C marketing is about fun and emotional appeal, B2B marketing is about logic and ROI. B2B customers have to convince that a product or service can help them grow their business. Cleverly drafted email newsletters can focus on things that matter most to buyers – time and money.
Email marketing also allows businesses to personalize content according to the individual needs of clients. For example, companies can be segmented, and the message can be customized to meet the specific persona of the buyer or area of purchase and increases the likelihood of a response.
A successful email marketing strategy depends on quality content. To ensure that Electronic Direct Mails do not land up in the junk folder, create email designs that are responsive and have a definite Call-To-Action. An enticing subject line is equally important.
Use Branding To Stand Out In A Crowd
Branding is not only for businesses targeting individual consumers. Neither is it only the purpose of a fancy logo design or attractive signages. In the B2B realm, branding is all about making every single experience count for the end-user. Branding helps to create a positive perception in the minds of customers whenever they hear about an individual or interaction with a company.
Social media can be a great strategy to humanize a brand. Recent research revealed that around 80% of B2B customers expected a B2C experience when dealing with brands. Maintain a webpage of thoughts on trending industry news, upload it to LinkedIn, Facebook, Instagram and Pinterest, with attractive visuals to appeal to customer’s eyes, creating an attraction to click on the post to find out more, developing the start of an online relationship, potentially driving a new lead for the business.
Optimizing Digital Marketing Efforts
A website is a must, but not many businesses make a decent effort. Most websites are frustratingly difficult to navigate and outdated. A website could be detrimental for businesses as this is the leading platform where clients can learn more about the business and products or service.
However, a mere website is not enough. It is essential to optimize the company’s digital presence by making the website search-friendly. The optimization is done through on-page and off-page Search Engine Optimization (SEO) tactics. On-page includes improving site speed, including keywords in the content, writing relevant meta descriptions, using image alt-text, etc. Off-page SEO includes link building, blogging, social sharing, etc. Search engine optimization is vital in securing a robust digital presence on the internet to allow the business to be on the top of search engine results.
Build Quality Content
Successful sales become easy when businesses establish themselves as an authority in their chosen field. An excellent way to build authority is through guest blogging and regular write-ups about trending topics in the industry. Guest blogging helps educate the client about the business industry, know-how and keen insights which can support them to make the right decisions. Quality content also helps build trust.