5 Successful B2B Marketing Strategies
B2B marketing requires a lot of time and money to be successful. There are so many different strategies to choose from, it’s hard to find the best method for generating the most leads and earning over the business of potential customers. If you’re trying to put together a B2B marketing strategy, take a look at these five approaches that have proven successful for many other businesses.
Create Advertisements for Several Forms of Media
Advertising will always be a good way to get more B2B customers because it puts your products and services in front of their faces. You can advertise your business through direct mail, newspapers, the Internet, radio, television, and any other form of media. The amount of advertising you do depends on your budget, but make sure you choose a form of media that converts high for your industry. For instance, most companies see the highest return from television advertisements, but it is also the most expensive medium to advertise on. Online advertisements are typically the least expensive. You have to weigh the costs versus the resulting leads to make the choice.
Of course, one major problem with direct advertisements is that people are progressively becoming blind to them. For instance, many people don’t even notice the advertisements in the side bar of a website or they flip channels as soon as a commercial comes on. If there is a work around method, many potential customers will find it.
Spend Money on Telesales
Most people aren’t happy to receive cold calls, but it is still a potential gold mine of new B2B customers. The important thing is to get your message across quickly and not waste time on people who are obviously not going to convert. This is something that requires a lot of training on your part to make sure your telesales team is focused and knows how to spot a good lead. The advantage to telesales is that potential customers have no choice but to hear your message, even if they hang up the phone shortly thereafter.
Sponsor an Event
Another B2B marketing strategy that is often successful is sponsoring an event. This is easy to do because it often only involves giving money to put your name out there. People coming to the event may be potential customers, and they will walk away with a positive view of your business because you were willing to help make the event happen. Additionally, sponsoring an event introduces your business casually to people who may not have heard about it before. This could lead to new leads and potential customers.
Provide Information About Your Business Through Blogging
Blogging is a great way to show that your business is a thought leader in your industry. This helps you establish trust with potential customers and convert more leads in the long run. All you have to do is provide relevant, useful, and timely information through blog posts related to your industry. For instance, a business that sells inventory tracking systems could blog about warehousing trends or tips on making shipping more efficient. If potential customers find your blog post interesting, they might want to learn more about your business and how you can help them.
Engage with Potential Customers on Social Media
Like blogging, social media is another indirect marketing strategy. The goal is to build trust and a relationship with potential customers so that your business is at the front of their mind when it comes time to make a buying decision. If you want to use this strategy, make sure you have a fast internet connection so you can stay on top of updates and answer questions from potential customers as soon as possible. You can find deals on FiOS at http://www.verizonfiosdeals.com/.
Most B2B businesses benefit from a hybrid strategy that involves both direct and indirect marketing. This is because direct marketing provides faster results, but indirect marketing provides better long-term leads. What does your marketing strategy look like? Does it focus on one side more heavily that the other? Share your experience in the comments below.