Marketing your product or service digitally to a business is quite unlike marketing it directly to a single customer. Indeed, if you want success, and want a good ROI you will need to use digital marketing strategies that are specific to the B2B field. Happily, you will find some real B2B digital marketing gems to help you grow your business, in the post below.
Invest In Keyword Research
One way to help your business grow through B2B marketing is to invest some time and energy into proper keyword research. This is because choosing the right keywords is crucial for the success of your SEO, which in turn allows the right business customers to find you online.
Happily, there are plenty of keyword research tools on the market that can help you identify the individual words and long tail phrases that are most searched for. Indeed, with the use of keyword tools, you can identify some great opportunities for your business to rank for specific phrases based not only on their search volume but also their return and click-through rate.
Use Video Marketing
They reckon a picture says a thousand words, but if you want your B2B digital marketing to be as effective as possible then you’ll want to use video! There are many reasons to include video marketing in your strategy including busy executives, the ones that are likely to be the decision-makers on whether to buy a B2B product or service and don’t have time to read lots of written content.
Indeed, studies have shown that research is key when selling B2B, and providing information in an engaging visual manner makes it much more appealing to potential customers.
The good news is that even if you don’t fancy standing in front of the camera yourself, you can still create a business video that will increase your conversions with ease. You can do this by employing professional actors, or by using an animation video service that can produce a video for you.
Work With A B2B Marketing Consultant
If it’s sage B2B advice you are looking for, working with a professional B2B marketing consultant like Alex Croucher is one of the best ways to maximize the return on your investment. This is because marketing is a specialist subject, and the B2B marketing niche is even more specialized so having an expert on your side will give you the fastest and most effective results.
Indeed, a B2B digital marketing consultant can help you with a range of issues such as increasing good quality leads, devising your marketing strategy, delivering a digital content plan, and launching paid media campaigns.
Engage On Social Media
Engaging on social media is an effective way to boost your B2B marketing efforts. By interacting with potential customers and clients on social media platforms like Facebook, Twitter, and LinkedIn, you can build awareness of your business and improve your visibility online.
To use social media effectively to engage with B2B clients, it is important to create a strong presence on various platforms. This might include creating profiles that showcase your business and its products or services, engaging with relevant conversations, posting valuable content that resonates with your target audience, and responding promptly to any questions or comments from potential customers.
Additionally, having a strong social media presence can help you build relationships with key influencers in your industry, which can then lead to greater brand awareness and sales opportunities
Use A/B Testing
You can also help grow your business by using A/B testing. The concept of A/B testing is simple, you compare different ways of doing things digitally to see which one your customers respond to best.
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The benefit of conducting A/B testing is that it helps refine your digital marketing and so secure you better quality leads. You know the ones that are much more likely to convert! In this way, A/B testing makes B2B digital marketing much more of a science than an art, as the impact of what you change can be observed and measured.
There are plenty of things you can test with this method too, including which images and videos help convert prospects to customers. Trying out different call-to-action buttons can also make a huge difference in conversions, although the phrase you use will be dependent on your particular target audience.
Try Data Cleansing
Is your data dirty? That is the question to ask because dirty customer data, (data that is no longer accurate, incomplete, or entered in wrong) is costing your business money. This is because customer data is crucial to the success of any B2B marketing as should direct the experiences and services that you offer.
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Unfortunately, dirty data can be problematic in several ways such as wasting your time and marketing budget, slowing customer response rates, and even souring relationships with important clients. After all, there is no faster way to demonstrate incompetence than to ask for the wrong contact, or not be up to speed on the current state of your client’s company.
With that in mind, you should not only prioritize collecting data from previous and potential clients but also auditing it. In this way, you can make sure it stays as ‘clean’ as possible and will provide you with the best B2B marketing ROI.
Make Your Customer Journey Longer
Customer journeys or sales funnels as they are also known are a critical part of B2B sales. This is because unlike in the B2C world, prospects are not converted into customers quickly. Instead, a longer and more detailed process is required to convince them of the value of your service or product, as well as your competency in providing it.
What this means is that in the B2B sales funnel you need to offer as much information about the product or service you are offering, as possible. You also need to include the benefits and where possible the key deliverables that a business customer can expect, and build up a relationship of trust so they choose to work with you. It is these things that take time and that is why a longer customer journey of around a month is much more suited to the B2B world.
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