T he intention of the marketing actions taken in any sector are aimed at increasing sales and acquiring new customers, and marketing for B2B companies is no exception. It must be taken into account that the needs of a B2B market are different from those of final consumers, as they are focused on more objective factors. In addition, it is very important to correctly choose the channels through which we will send our messages to a B2B sector, since it is a very different consumer behavior than personal. In this sense, although fairs, seminars and congresses can represent a great opportunity in very specific niches, they are temporary actions and contacts do not always translate into sales opportunities.
However, B2B companies must constantly generate opportunities. For this there are other ways to achieve good results through digital media, but we will get to that. >> Learn 3 ways to attract potential customers in this free webinar 1. Strengthen your company’s value proposition The first thing you should do before planning customers is to stop for a moment and analyze the value proposition of your company. Our value proposition is what differentiates us from the competition and makes a prospect choose us among different options. Thus, this must be oriented to the resolution of needs from the perspective of the different actors in decision-making. Remember that those who make purchasing decisions are not always top managers..
So When Optimizing Your Website
A good exercise to define this is to identify each one of the needs that we solve and within what context we have direct or indirect competitors. From there we can determine the keywords for decision making. However, you can go much further with our tips chiropractor email addresses on how to conquer the market with B2B marketing. It is time to start planning our marketing actions . 2. Optimize all your digital assets Between 60% and 90% of purchasing decisions in a company start with an internet search. This is where the selection process between the different providers takes place.
It should tell them about their needs, the solutions, and how we can deliver value to them amongst the competition. Let’s see how this works: 71% of B2B purchases start with a generic search. In other words, buyers will not come to your website looking for your brand or product, but their needs and it is necessary to have the right content to start a conversation from that moment. This means being able to position ourselves in the first Google search results so that buyers come to us. The organic way of doing this is called SEO (Search Engine Optimization ) and the paid way is known as SEM (Search Engine Marketing) .
The Actions You Will Take To Attract
Making use of both is key to achieving great results on your site. The most used tool par excellence to provide this information is blogging. As it reinforces positioning and serves to educate our prospects. According to data from Hubspot , companies that make blogging efforts have 55% more traffic to their site. In addition, we cannot ignore the importance of having the appropriate user experience on our site. That our prospects find what they are looking for easily and can view it correctly from a mobile or computer.
In the same way, we must consider that search engines are not the only sources through. Which we can be contacted. Social networks such as LinkedIn or Facebook can be a good point of attraction for prospects. The former is one of the largest niches for professionals in specific sectors, so having a presence. This network has become a necessity for the B2B sector . 3. Personalize every interaction with your prospects. Now, although the B2B buyer is thinking about the needs of his company, ultimately. We are dealing with a person on the other side of the screen and our messages must be personalized.