Keys to B2BMarketing Success 7 As B2B sellers look for improved fiscal results, they search for a roadmap of steps they can take. What is most important is that they set a proper foundation before embarking on more advanced techniques. We believe itall starts with a roadmap – How do I get from here to there? That’s the goal of 7 Keys to B2B Marketing Success. To help companies get started, Find New Customers shares a simpleapproach – from keywords to metrics. We hope this benefits your business. Please let us know if it helps – or even if it doesn’t.
Here are 7 Keys to B2B Marketing Success: Keywords Start here. These are the terms people type into Google, Yahoo, Bing, etc. for your products and 1 services. You’ll want to use these keywords in all of the content you create, which will help your search ranking. Since 7 out of 10 searchers click on organic search, we focus on natural or organic search and not Pay per Click. Beside, SEO is an asset and PPC is an expense. Buyer Personas This refers to deep insights into the afflictions and aspirations of your prospective buyers. The 2 key here is to ask prospective buyers all types of questions. What are their problems? Whom do they trust? Where do they look for ideas? Where do they find answers to questions? The better you know them, the more effective you will be at selling them. Buying Process 3 Buying is a journey – from problem to solution. Think of yourself as a tour guide. You want to lead them from Problem to Solution. Since you are going to help them on this journey, you better know the way. Agreed definition of a Lead 4 Sales is tired of crap leads. Give them what they want. But you need to first agree with them on what they really want. Talk to sales and ask them. You want a written definition of what is and is not a lead. Content Marketing – Think Like a Publisher Studies show that buyers look for content throughout the process today. You need a consistent, 5 ongoing, multi-channel marketing program. Blog updates, ebooks, white papers, webinars, events, videos, etc. Use the keywords you chose in Key 1. Come up with a plan, document it and get going. But don’t ever stop – keep publishing every week. Too many companies give up too soon. Lead scoring If you’ve done the previous five steps, traffic is way up. But how do we know when a buyer is 6 ready to hand off to sales? You will only want to give the best leads to Sales. This is where scoring comes into place. BANT is one key (Budget, Access to Power, Need and Timeframe) but you also need to rank behaviors – also called “digital body language.” By matching objective criteria with behavior, you’ll get a 360 degree view of the prospect. Metrics 7 The only way to know how well we are doing is to measure the results. Come up with a set of simple metrics to track and measure your process. Think deeply on the business, what you hope to accomplish and map the journey to those goals, including mile markers (metrics),Jeff Ogden, the Fearless CompetitorFind New Customerssales@findnewcustomers.comwww.twitter.com/fearlesscompVisit: www.findnewcustomers.com