Business-to-business (B2B) marketing is very different from consumer marketing. Marketers must tailor their strategies and tactics to appeal to the minds of many, as opposed to the mind of a single individual. In this article, we will provide you with 4 crucial B2B marketing strategies that are sure to persuade businesses to get on board with you.
What is B2B Marketing?
B2B marketing describes any marketing strategy or tactic which is targeted towards a business or organisation. The main aim of B2B marketing is to make other businesses aware of your brand name and offering, and to convert those businesses into paying customers.
Strategy 1: Email Marketing
Email marketing is one of the most effective methods you can use to attract businesses. Businesses tend to make decisions based on logic and ROI. Emails allow marketers to send direct messages to key decision makers, in which they can form well-rounded arguments highlighting exactly how the customer can benefit from purchasing from them. For example, when crafting B2B emails, you should focus on how you can help the prospective customer to reach their goals – particularly in terms of money, time or resources.
Strategy 2: Referrals
Trust plays an integral role in a business’s decision to purchase a product or service. Providing a high-quality experience to your existing customers will help you to build a strong reputation in your industry and increase the likelihood of them recommending you to other businesses. One way to encourage referrals is to set up a referral programme where you can offer your clients an incentive in return for referrals. Generating qualified leads in this way will make your sales process 100x easier!
Strategy 3: Content Marketing
As previously mentioned, businesses base their buying decisions on logic and ROI. Content marketing is another incredible strategy you can use to inform and educate your target audience. In contrast to regular consumers, B2B customers are extremely unlikely to see an ad and immediately purchase your offering. Long-form content such as videos, webinars, eBooks or articles tend to have more chance of success in the B2B realm.
Strategy 4: Social Media Marketing
Social media isn’t just about posting selfies. This channel is an incredible medium through which you can connect with other businesses, nurture relationships with key stakeholders, and ultimately, win new business. This method may take a few weeks or months to get off the ground, but once you’ve built a presence on a few platforms, you’ll soon find opportunities to sell. Social media can also act as a feeder to your other marketing channels. For example, you can direct your social media following to sign up to your mailing list or subscribe to your blog, allowing you to continue to nurture your relationships away from social media.
Thank you for taking the time to read our article. We hope you now have a better understanding of B2B marketing strategies. If you have any questions regarding any of the topics discussed in this article, please don’t hesitate to get in touch. A member of our expert team will always be happy to help.