If you’re marketing your products or services to other businesses instead of individual shoppers, it’s a no-brainer you need a business-to-business (B2B) marketing plan. As a B2B company, it’s in your best interests to create an effective B2B marketing plan and implement competitive B2B marketing strategies.
Below we will look at some fundamental B2B marketing strategies and how they can help you drive business growth.
A Highly Responsive Website
A big chunk of the B2B marketplace now exists online, and a highly responsive website design is a valuable asset that helps you build visibility. Businesses now rely on Google search more than ever to find the services and products they need. You should keep in mind that B2B buyers value convenience and their time, so they will have high expectations when they approach you to find out about your products or services.
Since first impressions count, you’ll have to make sure you deliver a strong user experience via a website that’s easy to navigate and has simple but responsive functionality. This also applies to mobile marketing. The statistics for mobile usage keep shooting through the roof, and it now seems that most buyers, including B2B buyers, incorporate mobile usage into the purchasing process. Therefore, it’s important to create a user-friendly experience to accommodate mobile B2B purchases. For instance, be sure that your site is optimized for mobile users regardless of the screen size of the device being used.
Even if you have a highly responsive and user-friendly site, you may still fail to generate leads if your B2B marketing plan doesn’t include uploading quality content onto your site. When potential clients arrive on your site looking for information, only after they find what they want will they move along your sales funnel.
On your part, you can leverage quality content in so many ways. Well-researched and informative content gives you the opportunity to showcase your expertise, build credibility, and boost your brand. Not to mention that these days, Google rewards sites that understand user intent and deliver helpful information by ranking them higher.
While on the subject of what Google likes, be sure to incorporate on-page and off-page SEO, including image optimization, meta descriptions, and internal and external linking strategies. Overall, this makes your site more discoverable. You should never underestimate the power of content in your B2B marketing plan. Working with an experienced B2B marketing firm has helped many B2B companies attract more organic traffic and make more conversions through high-quality content. The process begins with a well-built site that attracts prospects, but excellent copy is what helps you build engagement and turn prospects into paying clients.
Social Media Marketing
Social media has taken the world by storm, and it’s vital to include it in your B2B marketing plan. The biggest advantage of social media is that it allows you to engage with your audience through various channels. You can also leverage video content and trending hashtags to increase engagement levels. In addition, social media listening gives you valuable insights, so you can continually refine your marketing strategy.
Just be sure your social media content is optimized to ensure you’re giving your B2B audience the information and experience they want. With the right social media marketing strategy, you should be able to expand your reputation and earn more formal referrals and recommendations.
B2B email marketing is one of the most effective methods of interacting with your business customers. However, before your B2B marketing plan can become a roaring success, you should always approach your marketing strategies from your audience’s perspective. Keep in mind that busy professionals and company decision-makers care about their bottom line and their ROI more than anything. Use this knowledge to come up with email marketing strategies that understand your customers’ pain points.
For instance, if you’re sending out email newsletters, make sure the content provides value to your customers, perhaps by solving a problem or helping them save money. To ensure a high email delivery rate, always use attention-grabbing subject lines and responsive email design.
Incorporate Technology Solutions
Many B2B firms now use essential software, such as Customer Management Systems (CRMs) and marketing automation software, to streamline their processes. These technological tools can help enhance your B2B marketing plan, allowing you to scale up your business effortlessly. Having the right CRM enables you to capitalize on opportunities and organize client information. With marketing automation, you’ll have a centralized system for sharing real-time data across multiple channels, regardless of how many times you expand your operations.
Overall, incorporating technology solutions increases customer satisfaction, which in turn boosts your bottom line.
How Do These B2B Marketing Strategies Benefit Your Business?
Now that you know which marketing strategies to include in your B2B plan, here’s how they can benefit your bottom line.
As you have seen, there are many ways to maintain your company’s visibility, whether you’re marketing your company via social media, email, or the content on your site. This is a big step up from the traditional methods of direct and outbound marketing techniques, such as cold calling.
By incorporating the above marketing strategies, you will find there’s infinitely more room for expansion through increased sales leads. That’s because you have more channels to connect with your B2B customers and with the decision-makers that bring business to your doorstep. Additionally, it’s far easier to increase brand awareness, which is one more way to attract visitors to your business.
Improved Lead Generation
Increasing traffic to your business is only the first step to profitability, but it’s a good first step because it’s now easier to improve lead generation and increase sales. You now have a sizeable amount of organic traffic and a significant social media following, which affords you more opportunities to convert visitors into sales leads.
The trick is to gather valuable information from your visitors. For instance, understand what your client is looking for so you can lead them in the right direction along your sales funnel. Always provide your visitors with well-crafted CTAs so they don’t have to second-guess themselves. You’ll be surprised at how easy generating leads can be using the right techniques.
More B2B Purchases
This is the crucial part, but if your B2B marketing plan is solid, you’ll notice more activity in your sales department. To increase the number of B2B purchases, it’s essential to monitor your leads so you know which stage of your sales funnel they are.
Once you know your customers are ready to make a purchase, make sure to provide the best customer service to inspire loyalty and more business dealings in the future. Of course, there will always be customers who struggle with making a purchasing decision. In such cases, it is important to provide the appropriate motivation through a B2B loyalty program and to implement an effective follow-up strategy until the customer feels ready to make a purchase.
Boost Customer Satisfaction
The benefits of implementing the right B2B marketing strategies are not only short-term. When you deliver a superb customer experience, you are also building a long-lasting relationship with and inspiring loyalty from your B2B customers. Through continuous engagement and increased brand awareness, you’ll ensure that your customers keep you top of mind.
At the end of the day, your relationship with your customers will be mutually beneficial. By delivering value to your customers and working on customer satisfaction, you’ll also boost your profits.
Start now to implement these B2B marketing strategies if you want to experience significant improvements to your firm’s bottom line. Keep in mind that these benefits can be exponentially increased if you work with an experienced and reputable B2B marketing firm that understands your brand.