The intention of marketing actions taken in any sector is aimed at increasing sales and acquiring new customers, and marketing for B2B companies is no exception.
It must be taken into account that the needs of a B2B market are different from those of end consumers, as they are focused on more objective factors.
Furthermore, it is very important to correctly choose the channels through which we will send our messages to a B2B sector, since it is a very different consumer behavior from personal consumption.
In this sense, although fairs, seminars and congresses can represent a great opportunity in very specific niches, they are occasional actions and contacts do not always translate into sales opportunities.
1. Reinforce your company’s value proposition
The first thing you should do before planning the actions you will take to attract customers is to stop for a moment and analyze your company’s value proposition.
Our value proposition is what differentiates us from the competition and makes a prospect choose us from among different options.
Remember that those who make purchasing decisions are not always senior management.
A good exercise to define this is to identify each of the needs that we solve and within what context we have direct or indirect competitors.
From there we can determine the keywords for decision making. However, you can go much further with our advice on how to conquer the market with B2B marketing. It’s time to start planning our marketing actions .
2. Optimize all your digital assets
Between 60% and 90% of a company’s purchasing decisions begin with an online search. This is where the selection process between different suppliers takes place.
So, when optimizing your website , it should speak to them about their needs, the solutions, and how we can provide value to them among the competition. Let’s see how this works:
71% of B2B purchases start with a generic search.
That is, buyers will not come to your website looking for your brand or their product, but rather their needs, and it is necessary to have the right content to start a conversation from that moment.
This means positioning ourselves in the first search results on Google so that buyers come to us. The organic way of achieving germany telemarketing list this is called SEO (Search Engine Optimization ) and the paid way is known as SEM (Search Engine Marketing) .
The most commonly used tool to provide
This information is blogging, inbound marketing agency vs. in-house team: which one to choose? as it reinforces positioning and serves to educate our prospects.
According to data from Hubspot , companies that make blogging efforts have 55% more traffic to their site.
Furthermore, we cannot ignore big work the importance of ensuring that the user experience on our site is adequate , so that our prospects can easily find what they are looking for and can view it correctly from a mobile phone or computer.
Social networks such as LinkedIn or Facebook can be a good point of attraction for prospects.
The first is one of the largest niches of professionals in specific sectors, so having a presence in this network has become a necessity for the B2B sector .
3. Personalize every interaction with your prospects
According to a Salesforce report, 72% of B2B buyers expect to receive personalized communication , so training our sales team plays an extremely important role.