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1 B2B marketing model
2 Strategies for B2B Marketing
3 Keys to Success
B2B marketing model
Business-to-business (B2B) marketing focuses on helping a company sell to other companies by promoting and creating value for its products and services in order to sell them. The B2B marketing model provides many benefits, but like any strategy, it is essential to establish certain elements such as defining the aspects related to your brand, the objectives to be achieved, your buyer personas, the strategies you are going to follow and the different campaigns to be carried out. And to know if a good and effective strategy is being implemented, it is necessary to analyze each stage using appropriate metrics.
Nowadays , the vast majority of decisions in the B2B chinese overseas british database purchasing field are made online . That is to say, when a B2B company needs to obtain a product or service, it searches, obtains information and ends up selecting the suppliers that can help it, and does so online. This fact highlights a major difference, which is that the person in control of the sale is the customer and not the salespeople .
You may be interested in reading about “Profiles involved in a B2B sales process”
Strategies for B2B marketing
Having an online presence : just because the online sector is currently booming, it is essential to follow these trends and in this case, specifically to create online campaigns to have a presence on the Internet and use social networks to offer content to make yourself known and to create relationships with customers. In other words, include online marketing in the marketing plan.
Using metrics : It is vitally important to be able to measure the actions carried out in the strategy. For this reason, it is necessary to analyze which are the most convenient metrics for each campaign in order to know whether they have been successful or not. Some of the most efficient metrics to measure this are: the company's income, through ROI, customer satisfaction or cost per lead.
Advertising : advertising is a very effective method to reach your customers. The most commonly used methods are print and online media, SEM and traditional banners. However, it should be noted that the most commonly used and effective methods are currently in the online field, specifically SEM, social ads, banners and posts.
Importance of email marketing : it is an online marketing strategy with a high percentage of effectiveness in the B2B business model. It is a very economical and simple way to promote your products and services, create awareness of the brand image, maintain contact with customers, among others. But it must be taken into account that to be successful it is vital to create marketing content to capture leads, have an established database and correct segmentation.
Content marketing : one of the most important parts of a marketing strategy is the creation of valuable content in order to attract an audience and ultimately make them buy. Metrics must also be established to analyze whether the content offered is correct; through sales analysis, lead quality and conversion ratios from leads to customers.
Marketing and technology trends : In order to compete in the sector, it is important to stay up to date with the latest technologies and trends in order to have the best tools at your disposal and be in the top positions compared to your competition.
Keys to success
Focusing marketing on the customer : Today's market is focused on the customer, which is why it is essential to know who they are, what their interests and needs are and how we can satisfy them, as well as to create your buyer persona. As a result of this, there has been a change in the creation of products, as they go from being generic products to more personalized products for customers.
Take measurable actions : To know which actions are the most profitable for your company, it is essential to analyze the results of these.
Marketing and sales strategies must be related : both departments must be aligned to offer positive feelings to the customer and thus end up making the purchase, following the same strategy to achieve success.
Don't sell directly on the first contact with the company : Compared to B2C sales, B2B sales are a much longer process. One of the first steps to take is to gain the trust of your client so that they think that you are their best solution. Once this point has been achieved through marketing strategies, sales actions can come into play. That is why starting to sell on the first contact with the client is a mistake.
