Last updated on March 7th, 2022 at 10:23 am
A B2B marketing plan is normally comprised of different strategies to what you’d find in a B2C marketing plan. And rightly so because, as a B2B company, you’re selling your product/service to other businesses and not to individual consumers. So, what should your marketing strategy include and how can you dominate sales in 2022 and beyond? Let’s take a look at some of the key things you should consider.Â
Research Your Target Customers
Don’t make a single phone call before researching your target customers in great detail. This is one of the best tactics to ensure you don’t miss out on leads down the road. Find out their pain points, their challenges, and the goals that they have. Delve deep into their budget boundaries and get to know how they operate. Putting the time in before sending your sales reps out will allow you to tailor your product/service to cater to their specific needs. You’ll be able to speak to their pain points and position your offering at a price that suits their budgets. Skip this step and you might just be setting yourself up for failure.Â
Educate Your Sales Reps
Getting your sales team ready for pitching is not something that should be rushed. Yes, they need to know how to sell but, ultimately, each person on your team should have a deep understanding of your product/service, the industry and your target audience too. The sales pitch should be well thought out with a little flexibility to ensure each customer’s pain points are addressed.
If you’re selling fleet management software and your target market includes companies that operate in the logistics industry, make sure your sales team has a deep understanding of operations. Make each person aware of the benefits of dashcams, GPS systems and systemized reporting. Give them access to a guide on choosing the best dash cams and information on how fleet management software can reduce fuel costs, improve customer service, and increase driver safety. Remember that regardless of what industry you’re operating in, it’s all about making sure your sales reps are ready to deal with all the excuses that will be thrown at them.Â
Leverage User-Generated Content
This is one tip that’s seen an upward trend in recent years and it’s here to stay. The power of sharing user-generated content as part of your overall sales strategy will save you time and give you social proof that will help to instill trust in your brand. But what is user-generated content? In simple terms, the phrase refers to original, brand-specific content that’s created by customers. This content is then published on social media or other channels that are belonged to a business. User-generated content can include videos, images and reviews.
Become an Expert at Omni Channel Marketing
Businesses used to just focus on the channels where their customers are interacting most. Now, as more channels emerge, so too does the need for expansion and more integration with various channels that may not have been on your radar. The goal of omnichannel marketing is to interact with customers across a range of different platforms with the intention of creating a consistent user experience. This can include digital channels like social media accounts and websites and it can also include physical experiences too like how you present your storefront. Mobile marketing and print media are also important when creating an omnichannel marketing plan. Â
