For those who think B2B sales cycle is the same as B2C, then that's not true! B2C marketing is done with a focus to make immediate sales, wherein B2B prospects require more in- depth informations and is much longer process.
To attract B2B buyers, has always been a daunting tasks for business owners. No buyers = no profit and no business. Attracting B2B buyers is crucial and requires a well-planned marketing strategy to prosper.
In this article, we discuss on effective strategy to help you attract as well as enhance B2B buyers.
Effective ways to attract B2B buyers:
Maintain a company blog site - When your buyers access your company's blog site, generally they look for customer’s testimonials or case study that can answer the question they are looking for. With a blog you can attract buyers by sharing informative and quality content that educates them with untold benefits. So reach and attract more buyers by maintaining and updating your blog page on frequent basis.
Use social media - Nowadays, many people gather online using social media, so that where you should also be. If you want to engage these online communities with your business, then you need to be valued community member too. So, use social media as a booster to drive prospects joining communities over LinkedIn, or following people on twitter with similar interest. This way you can expand your product/service visibility in a large mass of audience.
Reach out buyers through mobile - Today, mostly everyone has a mobile device and with it's increasing usage, it becomes easy to attract buyers but only if your site is mobile friendly. Therefore, having a mobile app in place is a great contribution to reach out buyers as many business owners are using mobiles and mobile apps leverages you to expand your reach globally.
Do not underrate the potential of webinars, eBooks and even videos - Though there may be few users, but reaching your buyers through webinars, eBooks and even videos is fair way. So do not underrate how useful webinars, eBooks and videos can be when you really want to succeed your business and reach prospects. The trick is to offer effective informations though these potentials in order to improve their effectiveness as a way to attract buyers.
Effective ways to enhance prospects that you generate:
Make an immediate "cold" call to prospects - One of the best way to warm up leads is by making a relevant "cold" call to prospects who you think are qualified and whom you feel are interested in buying your products/service that you offer. This way you also secure a meeting in person.
Get in front of them through physical events - With a right strategy and planning, physical events - that can include trade shows, conferences, seminars to the most casual lunch or dinner, becomes the most effective way to get in front large mass of potential buyers in short span of time. Through physical events, your prospects can experience effective B2B presentations.
Attract them via direct email marketing - Once you have a list of prospects that fits your buyers persona, target them via well-crafted email and encourage them to provide referrals in turn attract new prospects at your door.
With the above tips you can surely attract buyers, but you need to spend time and understand how your B2B buyers get the information from and tailor your marketing strategy to suit and attract more of them.
Study consumer behavior for better digital marketing
With an increasing demand of online shopping, every retailers adopts multi-channel selling strategy in order to stand the growing competition. With numerous channels to market through, thanks to digital marketing, it becomes difficult to know what works best for your business. In order to undertake an efficient digital marketing strategy, consumers data and analytic has a key role to play.
An integral aspect of better digital marketing campaigns is a clear understanding of customers behavior. Studying your consumer behaviors, you can develop and implement strategic plans that address their consumers wants and needs in turn increasing the effectiveness of the campaign.
Marketing experts can study more about consumer behavior with these strategies:
Look through consumer's perspective: Looking at the business through consumer's perspective allows marketers to gain insights on customers needs of a business. Consumers are influenced about brands on ideas communicated by marketers, hence they expect business to deliver the same. Therefore, marketing experts should make sure their campaigns are concisely representing brand values.
Leverage data insights: Marketing experts can obtain better insights about their customers from business database or through a customer relationship management system. With a clear visibility of demographics and past purchase history, marketer can also learn cross channel behavior. These insights will provide marketers understand consumer behavior, which enhances your digital marketing strategy.
Encourage customer feedbacks: The most highly effective way to understand consumer needs is to directly ask them what they think. This way through customer satisfaction surveys marketers can have a better insights. Proactively consulting consumers helps marketers develop detailed customer profile that aid the development and planning of research-based digital marketing campaigns.
Marketing strategy today requires 21st century thinking. Therefore, it becomes easy implementing tools that can help you measure consumer behavior. Big Data, Google analytics, RJMetrics, just to name a few, are much renowned, trusted and preferred tool to measure consumer behavior in the world of eComm.
Key benefits that they offer:
Know your bounce rate
Exit page ratio
Conversion rate and revenue
Social media information
Revenue per key word
Revenue per landing page
And much more..
With precise data and analytics of consumers behavior in place, marketers can have better insights into their customer profile, including their media preference and social networking habits. Knowing customers insights and leveraging it into a complete customer profile will help marketers plan better digital marketing campaigns in turn lead to excellent ROI.
Simple, yet powerful