Successfully entering the business-to-business space requires a vastly different approach compared to selling directly to consumers. Converting large-scale businesses is often a drawn-out process, with several layers of decision-makers considering relevant products and deciding what’s most suited to their budget and outcomes. To achieve success in the B2B industry, you need a compelling marketing strategy that’s backed by a deep understanding of your target market. Primal’s wealth of expertise in the industry can help your brand generate leads, analyse data and develop powerful content marketing solutions that attract the ideal clients.
Every industry has its unique concerns, but the B2B sector features some particular difficulties that others likely won’t encounter. Companies aren’t emotionally driven like individuals are; instead, they’re motivated by the logical benefits behind a partnership. This means your content strategy has to focus on educating your potential clients by clearly outlining a product’s key advantages. However, this message only works if you’re able to reach your target market. By partnering with an experienced B2B digital marketing agency like Primal, we’ll help your brand identify the best channels to reach potential customers and tailor a strategy that delivers outstanding results.
Many successful B2B marketing campaigns are built upon inbound lead generation. By highlighting insights into your product and services from the get-go, it’s possible to drive interest in your company and foster a relationship from the very beginning. That means having a distinct brand voice, a consistent message and streamlined conversion paths. In the B2B industry, a highly optimised website is going to be your most important weapon. Potential customers are most likely going to look for critical information on supplier websites, search engines and relevant industry publications. By using digital marketing to enhance the visibility of your brand, you can attract more customers to your website and convert.
As part of a comprehensive digital marketing plan, paid media can be incredibly productive when used correctly. Platforms like Google and Facebook have the power to reach millions of people, with brands able to serve ads to highly specific groups of people. Our paid advertising campaigns reach B2B decision-makers searching the market for products and services like yours. As you benefit from increased website traffic and conversions, you’ll also learn about the performance of your keyword usage. This valuable data reveals key insights into your online marketing approach, as you now have more information to base future campaigns.
In the past, many marketers didn’t consider social media platforms to be useful in the B2B space. But with so many people using social media every day, there’s certainly no shortage of people who are bound to be interested in your business. All you have to do is develop a strategy that identifies and engages them. Release your brand from the corporate mindset and develop a conversational voice. Don’t be afraid to engage with people who comment on your posts, while user-generated content is another way to boost your influence and appeal to your target market.
Email is a mainstay of digital marketing for a reason. It remains one of the best ways for a brand to converse directly with its customers. In the B2B industry, email marketing is a potent technique as customers take far more time to decide on a product compared to B2C. In fact, research tells us that B2B customers can receive up to eight or nine emails before finally deciding to make a purchase. Email marketing might not seem as attractive as its social media counterpart, but if you develop an approach that’s personalised, informative and consistent, you can generate more sales.
Remarketing is a vital technique in digital marketing, but especially when it comes to the world of B2B. It involves repeatedly showcasing your brand to people who have previously browsed your website but haven’t purchased yet, granting your business a second chance at converting customers. By collecting this kind of customer data and using it to present display ads to users as they browse the rest of the internet, you can give high-quality leads a push in the right direction. These decision-makers have a far greater chance of committing to your brand as they are clearly aware of your brand’s products and sometimes just need a quick reminder.
In the B2B industry, brands have to be patient when it comes to converting customers. As it’s not unusual for brands to take months or even years to make a purchase, it’s important to have a solid understanding of B2B marketing strategies. This way, you can work towards funnelling customers through the five essential customer lifecycle stages:
Primal has spent years helping many of Malaysia’s largest B2B companies grow their influence. Our detailed understanding of the average customer lifecycle means we know what it takes to tailor an approach for each stage of the journey. Meanwhile, our comprehensive strategies consider what makes your products and services unique, working to establish long-term relationships and funnel customers through the sales pipeline. No matter what you’re selling, our agency can find the perfect voice for your business, ensuring you’re recognised as an industry leader. Contact Primal to find out how our digital marketing experts can use online strategies to your advantage.