Marketing products/services to other organizations is oftentimes far more complex than marketing to consumers. The scope, scale, cost, and overall tone of your message all require greater customization and personal involvement, for example. Nonetheless, successful B2B marketing is now easier than ever before, thanks in large part to the web. Below, you will find 7 B2B marketing tips that can help you generate more leads both online and in-person!
- Start a Company Blog. Your professional knowledge, expertise, and experience are one of the most valuable assets you have to offer. Starting a company blog is one of the most effective and cost-efficient ways of utilizing that asset to your advantage, as well-written and informative online content is sure to bring high-quality traffic to your website. (If you are a business owner reading this article right now, then you are living proof of this fact!)
- Utilize In-Person Networking. A personal connection (even one established within a relatively small time-frame) tends to promote more curiosity, trust, and professional interest than an online advertisement ever could. This is why, even in the internet age, there is no replacement for attending industry events and keeping an eye out for chances to network.
- Share Audiences With an Industry Partner. Write a guest post, share mailing lists, or even give each other a mutual shout on on social media. If you have a strong working relationship with a client, vendor, or other professional contact, then mention the possibility of audience sharing. Your contact lists are likely similar in terms of target interests, after all.
- Try Email Marketing. Completely low cost yet surprisingly effective when executed well — there is a lot to love about email marketing. This can be as simple and low-effort as mailing out alerts for special sales, or as involved as putting together an industry newsletter. Your personal goals, the preferences of your audience, and the amount of time/money you wish to invest in the process can all be taken into account.
- Promote Customer Referrals. If you are tracking ROI on your lead generation process (which you should absolutely be doing), then you can calculate with pretty impressive accuracy how much you are spending per lead. Why not offer a discount of that same amount for every customer referral? This is one of the best ways of motivating customers to talk about your organization, and it lets them do a significant portion of the marketing work for you!
- Give Cold Calling a Shot. This practice can be rather intimidating — and it is widely known that it offers a relatively low conversion rate. Nonetheless, you have nothing to lose, and this can help you improve your sales and marketing skills quite a bit.
- Be Prepared to Receive Incoming Communications. Inbound calls are, predictably, far more likely to convert than outbound cold calls. Considering this relatively high success rate (not to mention the fact that you have already invested in generating these leads), inbound calls are a valuable resource that should never be wasted. Answering such calls professionally and in a timely manner is a no-brainer. This is one reason why communication-center organizations such as Direct Call Solutions are increasingly popular in the professional world. Visit us online today to learn more about the services we offer!