ABM strategy, the gateway to closing B2B Deals
If 86% of marketers say their ABM strategies acquire more customers than traditional methods, improving customer lifetime value by reporting up to a...
4 min read
Por Susana Matamoros | Nov 24, 2020
4 min read
Por Susana Matamoros | Nov 24, 2020
Already for some years, the method in which people communicate and consume information has undergone dramatic changes, the amount of advertising and seeing messages from brands everywhere have transformed consumers into effective people in ignoring any information or marketing that have not asked to receive, therefore, the traditional tools used by B2B marketers have slowly fallen out of favor.
All this can obviously seem like a nightmare; however, we can also see it as an opportunity to grow in the digital world and learn from our buyers. The opportunity to avoid costly tactics that our customers hate and that no longer work and not even allow us to determine an ROI, and most of all the opportunity to adopt a new marketing philosophy that will drive you and your company to new heights of success.
Table of Contents
Inbound marketing is a methodology that adapts like a glove to the needs and challenges
of these B2B companies, this methodology seeks to solve the needs of our clients and in turn build trust towards our product or service. Within inbound marketing strategies. More effective B2B, we can highlight email marketing, SEO, social networks and marketing contents. In this article we are going to see how to choose the best one for your brand and apply it successfully.
It is evident that a B2B marketing strategy is very different from a B2C one, while the first focuses on professional profiles within a company, the other focuses on the end customer, therefore, the needs of said company will not be the same as those of consumers since in the first case their purchase decision is focused on meeting an objective within the organization, these could be, for example, profitability and productivity. Generally, a company acquires a product or service to function better, be more efficient and subsequently obtain a return on it.
Another quite notable difference is the ease with which we can communicate, it is easier to get an advertisement to a final consumer than to this person who is part of that business, this because they belong to a much smaller and more segmented niche.
Finally, the buying process for these people is much more complex, since they go through many stages before deciding to make the purchase, and many times this decision does not even depend on them, therefore, the process could take many weeks or months .
Companies are more willing to acquire products or services from suppliers with whom they feel identified in values and in the way they are represented. So how can you strengthen your corporate image? These are some actions you can take.
An effective Inbound Marketing strategy is directly related to the efforts we are making online. To achieve this point, we will explain 3 factors that in the Sales Force study called State of Marketing have been scored with more than 90% effectiveness:
In 2017, The Economist published a story titled: "The World’s Most Valuable Resource Is No Longer Oil, It’s Data The World's Most Valuable Resource Is No Longer Oil, It's Data." And we strongly agree, thanks to information such as the email of your prospects, you will be able to follow up and send them personalized offers and all kinds of information and content at the right time. Therefore, capturing this information must be part of your strategy.
In the case of B2B there is a notable difference in how we obtain this information, for example end consumers are captured above all through online forms offering private content and buttons on web pages (call to action), while in B2B they also charge face-to-face actions such as events or fairs are very important.
What would you think if I told you that a company can capture business 24/7 and 365 days a year?
Through marketing automation this is possible, implementing optimized and effective email marketing campaigns in which your prospects receive personalized content informing them, for example, of news about offers, products, services and other topics related to your company that may be of interest to you and meet your needs.
Remember to always take into account the Buyer journey of your potential client and of course your current client, since this nutrition must be done with a deep knowledge of their points of contact and moments of truth, so that they can have an exceptional experience in everything your purchase process.
With these tips, it is time for you to accelerate visits to your website and get more customers, also improve company communications, generate in users the need to buy your product, gain online visibility and improve prestige and reputation.
Do you have another B2B strategy that works for you? I would love to read them, because you never finish learning!
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