4 Steps Guide for B2B Marketing Strategy to generate higher leads and better ROI.

The biggest challenge that most B2B businesses face is getting high-quality leads. Your B2B marketing strategy can be your compass to guide you throughout your marketing journey. If strategised rightly, you are not far to achieve an improved ROI on your marketing activities.

You can use various B2B channels suitable for your business to implement your B2B marketing tactics. However, just starting with channels may also prove to be risky and make your efforts go in vain.

So what is the secret formula to cooking your delicious soup of B2B marketing strategy?

Here is a 4 steps guide that you can follow to develop a compelling B2B Marketing strategy for your business and achieve your marketing objectives in the most efficacious manner.

Before starting anything it’s good to get ready with some robust preparations – the prerequisites.

Have a look at these extremely important factors listed below that you need to consider and execute before jumping on the channels, resources and executions under your B2B marketing strategy.

Almost 74% of B2B buyers spend half of their time researching online. If you are still relying only on the outbound methods of reaching your potent B2B buyers, you might be losing a lot of your B2b leads’ share in the market.

Today, the B2B buyers prefer doing deep research and analysis, mostly visiting the search engines like Google and comparing to get the best.

So performing resonant research and understanding what your buyers are looking for, where your business stands in the current position, what are the latest trends, what your competitors are doing to keep up with those trends and what shall be your next action steps to stand out will form a solid foundation of your B2B marketing strategy

This is a very crucial aspect to be considered while implementing almost any marketing strategy. Understanding your target audience and creating an ideal buyer’s persona will help build a B2B marketing strategy that is realistic and potent to implement well.

Over 71% of companies that achieve their sales and lead generation goals use buyer personas.

Studying the needs, interests and behaviour, goals and challenges will help you strategise your activities that will be relevant to your B2B buyers. This will ultimately enable you to get high-quality leads.

One of the most important factors you need to consider while building your B2B marketing strategy is your competitors. Analyse your competitors and consider what works best for them and what they are lacking. This helps you make wise decisions to get the best results at the same time.

These steps may prove to be time-consuming. But the better you do it, the better results you can expect from your B2B marketing strategy.

A significant B2B marketing strategy involves doing profound research, identifying channels and resources, executing and assessing the performance to make take appropriate decisions.

Identifying and selecting suitable channels is a crucial step in formulating a definitive B2B marketing strategy for your business. You can consider a balance of offline and online channels for your marketing activities.

Let’s dive into these channels listed below:

Cold calling is an invaluable channel that can be used in B2B marketing. Even if your prospect isn’t ready to buy yet, you can still use this channel as a networking tool that gives you a chance to introduce your brand.

Not only does it give you a chance to get your foot in the door for future sales, but it can also give your leads time to develop further interest and trust in what you have to offer.

When referred by someone who your customers know, they are 4x more likely to make a purchase. The networking nature of B2B makes referencing an effective way of getting potential customers.

This ensures loyal and high-quality customers who could be retained and can be driven towards the bottom of your sales funnel effortlessly.

According to Chief Marketer’s survey report, 9% of B2B marketers state that the print channel generates higher ROI. With wider reach channels such as newspapers and publications can be used as adequate offline channels to reach your potential B2B leads.

This is another efficient offline channel to execute your B2B marketing activities. This channel can prove to be more convincing for the leads, as the sales representatives personally visit the B2B leads and try to give their best sales pitch.

When it comes to offline channels, live events and exhibitions can be an effectual channel to reach and influence B2B leads. This may require a heavy investment, however, it may ensure you get high-quality customers.

61% of B2B marketers stated that SEO and organic traffic generate more leads than any other marketing initiative. As discussed earlier, your B2B potential leads now have evolved and they rely more on ongoing search engines to perform searches and analysis. Hence, you need to implement the best SEO practices so that your website ranks higher and is visible to your B2B prospects.

On-site SEO best practices may involve using relevant and high volume keywords, placing these keywords in the most relevant places, using optimised images and so on.

Off-site SEO practices such as getting more and more high quality internal and external links can help you increase the credibility of your website and help you rank better.

This channel is one of the most effective ways of getting B2B leads.

As mentioned above, search engine searches such as that of Google are a reliable channel to get B2B leads, appearing higher on these search engines is even more effective to reach your potential B2B prospects.

Google holds a 73% share of the paid search market, as it offers all the analytics and data that a B2B business needs.

In B2B marketing, targeting those leads who are more relevant is an important aspect. In such a case Google search ads stand out to be more practical.

50% of the B2B marketers state that email marketing is the best channel for generating leads with the highest ROI. Not only this but they also stated that it is one of the most cost-effective channels to push revenue.

However, despite being an effective channel for B2B marketing, just building a cold database is also not a good idea. You need to focus on building a warm leads email list.

This could be done through valuable lead magnets such as providing case studies, ebooks, conducting webinars and so on. This will assure that you build an email list that has warm and high-quality leads.

Using social media for B2B marketing is also one of the best and most effective channels for getting high-quality leads.

LinkedIn is one of the top social media platforms used stated by 86% of marketers for B2B, due to its exponential power of networking.

However, apart from LinkedIn, you could also utilise popularly raising platforms such as Facebook, Instagram and Youtube depending upon your business goals and requirements. Social Media Marketing is an influential channel that can help you to reach a larger audience by building relationships and building an impactful brand identity.

Videos are an impressive way of marketing your B2B business. What’s better than Youtube when it comes to marketing through videos.

Over 4 billion videos are viewed every single day, hence Youtube becomes a great choice for B2B businesses to extend their reach.

Youtube Ads are an excellent way to target and reach your relevant audience and drive them to your landing pages or website. This provides you with a door to reach such an audience which can potentially become your high-quality leads, as the targeting audience to whom the ad is shown may be relevant to your product or service.

Given 147% higher conversion rates, retargeting is capable of boosting the top of the funnel engagements. You can consider retargeting as an efficient way to increase your conversions and improve your ROI exceedingly.

You can retarget your potent B2B prospects by having a multi funnel approach and running multi-perspective ads for the visitors of your website.

You can only perform retargeting for FB and Instagram ads to influence your audience better. Also, consider Google display ads as an excellent channel for retargeting. You may do retargeting with different product or service ads, testimonials and paid campaigns.

Once you are done identifying the channels for your B2B marketing strategy, you need to identify the appropriate resources you may require to go through this journey of marketing.

The B2B marketing industry is constantly evolving. That means there are many dynamic processes and trends you have to stay on top of. This is why you need to stay up-to-date with what’s new in your industry.

Hence, it is crucial to have a go-to library of resources and tools to ease your marketing activities. The tracking of new trends is very important because it may help you understand where your company stand in the current market scenario.

Whether it’s researching for strategies to increase your ROI, seeking inspiration for new content or simply looking to keep up with the latest trends, knowing what valuable information or data you can leverage will help you stay ahead of the curve.

For businesses that do business-to-business sales, they might only start with outbound techniques. However, to get the most value, they need to consider a variety of channels and not just rely on a single way of doing things each time.

In this case, being interesting and persuasive is important but you should also consider an approach that takes focus. The main purpose is to help your business succeed overall.

Abide your B2B marketing strategy judicially and keep up with the latest updates and trends. Utilising the most appropriate channels will help you get the most out of your marketing efforts

Accomplish that by making sure you measure key metrics, analyze them over time and adjust your strategy as necessary to maximize your ROI overall.

Build a solid B2B Marketing Strategy with us.

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