Marketing strategies can make or break your business. When it comes to the B2B model, you can use plenty of tips and tricks. Companies looking for services only need the best of the best because their level of service depends on it. If you wish to boost your B2B marketing productivity, you can do that in 5 simple steps. Let’s see what they are!
Tip #1: Map your buyer’s journey
When we talk about the customer-salesman relationship, it is always important that there is a mutual interest. For that reason, companies focus on targeting and customer demographics. Their interest is to sell, so they need to find the buyer interested in what they are selling. However, it is imperative to understand that you need to avoid situations where this becomes a simple transactional process between the two parties.
What your customers want is not just to buy a product. They want to create a personal connection. That way, you can evolve beyond the regular business-client norms. To successfully map your buyer’s journey, you need to think about their buying decisions. Where is the value in what you are selling, and how can that help them improve their business?
Tip #2: Clean up your database
Believe it or not, it is quite common that your customer database becomes outdated after some time. If you have clients that haven’t communicated with you for some time, the chances are that some piece of information has changed.
To prevent this issue from ever happening, you need to communicate with them monthly and update your database. Having incorrect or outdated data is the best way to undermine your own marketing campaign. Instead, increase your B2B marketing productivity by having clean and correct information about your clients.
Tip #3: Digital advertising is an efficient way to boost your B2B marketing productivity
Digital advertising allows you to reach your clients all over the world. You can send promotions, advertise new products, and much more. Even small businesses benefit from digital marketing.
Digital advertising helps you to:
• expand your company on a global level;
• let the customers come to you;
• make yourself available to the mobile users;
• communicate with ease;
Furthermore, using online advertising allows you to automate your marketing processes. All you need is a platform that supports all your needs. However, keep in mind that this is not an easy process.
Tip #4: Automate marketing processes
The most important decision to make is whether to choose a provider to manage the automation process for you or do it yourself. The range of platforms is vast, and you can find basic, advanced, and professional platforms. However, know that this is not an easy process, and you will need some time to get the hang of it.
Another critical step is to align your CRM system with the automation platform. If there are any misalignments, that will only cause delays and possible issues with data validation. If the system does not work properly, you will have to manually input and export data. Furthermore, any updates done from the sales side will not make it to the master system, causing more problems with wrong or outdated data.
Tip #5: Make a business connection based on trust and reliability
The essential element required to boost your B2B marketing productivity is the communication and understanding of where every client is in their buyer’s journey. Different clients can be at various stages simultaneously. The good idea is to create a memorable business event where you can get to know your clients. That is an excellent educational opportunity as well.
Best practices that will improve your B2B marketing productivity
Besides these five tips that will improve your B2B marketing productivity, you need to embrace certain practices and behaviors. You need the correct mindset to help guide your business through this complex process.
Be a consultant, not a salesperson
Remember that your customers don’t need a sales assistant to sell them a product. They need a consultant who offers a solution to their problems. As a B2B company, other companies depend on you to help them make money. That’s why they are not interested in purchasing products but obtaining advice that will help them connect with their customers.
Be a guide
Another way to look at your role is to think of yourself as a guide to others. You are the creator of a final product that can help others on their journey. As long as you embrace this mindset of a helping hand, you will easily find customers.
Tips to boost your B2B marketing productivity explained
Let’s see what the key takeaways for today are:
- create a journey for your customers, a map of success they can follow;
- clean up your database. You need correct data without outdated or incorrect information. Your customers will not be impressed if you are not careful about this. That means you have researched them and given some thought about the best way to do business;
- use digital advertising; it is a versatile and flexible channel that allows the customers to come to you. Making connections is easy if you have the right tools, and if you spend time to make the right move;
- you must automate your marketing processes. Reducing downtime and taking out the manual work out of it is essential. It will allow you to manage your time more efficiently and focus on improving your business while providing excellent customer care;
- nurture trustworthiness and reliability. Those are the qualities that your clients need to see in you;
- Be a consultant and a guide for your clients, and help them solve problems;
By following these steps, you will boost your B2B marketing productivity in no time. Furthermore, you will cement yourself as a figure of authority and claim the number one position on the market for yourself.
John Stevens is a marketing expert with a great passion for corporate strategies. He shares his knowledge and expertise through freelance writing, working as a blogger for Digital Dot New York.