Knowing the ins and outs in business-to-business marketing
is the best way to position your company in the B2B market. It is important to
build awareness on the market that you want to venture out. Here we have
compiled an A-Z guide for your B2B marketing venture. Read on:
Analytics: Learning how to translate all those numbers into
actions to generate more revenue is a great way to utilize your analytics.
Google Analytics for instance lets you continually view and consider
information available to help improve your website’s performance and maximize
the company’s ROI.
Blogging: Secure an impressive blog page on your website
where people can get an insight on what you are offering. This is where people
can learn useful information and where your site can generate more clicks. It
also encourages people who visit your site to interact with other viewers. Blog
page is a major factor that contributes to an increased views on your page.
Cold Call: While this is still an acceptable method of
gaining new business, some sales people would agree that cold calling is dead.
Who needs one when there’s already LinkedIn and other means of online
marketing? One can make calls for long periods of time without ever reaching a
prospect directly. Plus these days most customers do research about the product
or services they need so once a sales person starts his pitch on the phone, the
customer is most likely to say ‘Sorry not interested’ or worse hang up right
away.
Demand Generation: These are all the marketing programs that
drive interest to your company’s products and services such as advertising,
direct marketing, webinars, social media, trade shows and more. Demand
generations programs can help promote new product features, build customer
base, acquire new market and keep existing customers.
Email Marketing: The power of email marketing remains
unchanged since the early days of the internet. People still prefer to receive
information by email. A robust email platform, significant content, design and
offers are all you need. Email is affordable, simple and quick, personal and
customizable. So if you are not using email as part of your internet marketing
strategy, you’re missing out on the channel most people use.
Google: What else? Use Google to optimize your ranking and
Google+, being one of the most popular social networks for many marketers and
social network users, for personal branding level and as an organization.
Google+ is the perfect cross between Facebook being a casual platform and
LinkedIn being a professional one.
Headline: It is important to have a catchy headline on your
landing page since it’s the first thing that your visitors will read. Headlines
offer the biggest opportunity for improvements in conversion rate. You only
have few seconds to make an impression on your visitors so make your headline
compelling.
Inbound Marketing: Inbound marketing focuses on creating
quality content that pulls people toward your company and product. These are in
the forms of blogs, key wording, social publishing, call-to-action, landing
pages and emails. Inbound marketing is different than content marketing in a
sense that content makes up inbound marketing. There is no inbound without
content.
Lead: This is where it all begins. Without leads, there are
no clients, no revenue, no nothing. This is the aim of marketing, to get more
leads. But how can we really find leads? One can only tell through experience
and lots of research and marketing. Read our blog on 6 Ways to Generate More
Leads for helpful ideas in securing leads.
Market Trend: What are the important marketing trends that
you have to keep up with? Smart marketers know that they need to get ahead of
the trends and anticipate the next big things, or else be devoured by their
competitors. Marketing plans are designed according to the current trends so
always be in the loop, don’t be left behind.
Opt-in: Single or double opt-in email lists are lists where
a user has voluntarily signed up to receive commercial e-mails from a company
or an individual. Most e-mail senders would prefer double opt-in for security
reasons and that double opt-in lists have better open rates. What makes an
email list “double opt-in” is that any person who subscribes must confirm their
request twice: the first time is when a user submits their email address to the
web based form and the second opt-in is when the user clicks to confirm their
subscription request through the confirmation link sent to their email address.
Pay-Per-Click: This is an advertising model where you pay
the publisher only when your ad is clicked. This is used to direct traffic to
websites from search engine, advertising networks, content websites, and blogs.
PPC through sites like Google will bring people to your site based on keywords
that you choose immediately so pick the right keywords.
Quality: Adding quality content helps to increase your
site’s traffic and gives people a reason to come back. Audiences have wised up,
so give them high-quality content that they can really engage with. Aim for
better quality than low-level content quantity.
Revenue: It all boils down to this. All marketing efforts are
geared towards having a high revenue. Optimize the entire lead generation to
increase revenue. Flat or reclining revenue growth suggests that the company
offers limited hope for continued growth.
SEO (Search Engine Optimization): An important aspect of SEO
is making your website easy for both users and search engine robots to
understand. The aim of SEO is to rank your page as higher as possible on search
engine to drive traffic to your site. Without SEO, a website can be invisible
to search engines.
Telemarketing: Talking on the phone to prospects or
customers. Telemarketing can be an important part of any marketing strategy
when used efficiently. One of the greatest advantages of telemarketing is the
ability to build relationships and interact to your prospects or customers,
directly addressing their inquiries and concerns.
Unsubscribe: Once a user subscribes to your mailing list,
you wouldn’t want them to change their mind and hit the unsubscribe button. To
lose a customer to unsubscribe has a cost. What to do? Deliver what you
promise. When someone signed up for your email list, it means they trust you to
deliver your promise.
Value Exchange: It is when a website promotes something of
value in return for visitor information. This is the kind of marketing where
the customer tells you how you can fill their needs, satisfy their wants and
improve your services. Consumers engage with a product or service they see as
providing superior value to them.
Website: This is the very first thing a prospect will engage
with and determine whether a sale is worthwhile. Make your website impressive
and informative to persuade the prospect that you are indeed the solution that
satisfies the prospect’s business needs. Your website reflects you as a
business owner and professional.
Youtube: Video has emerged as one of the most effective and
popular B2B content marketing strategies and what better place to upload it
than Youtube. Youtube videos shared can then become visible target connections
on important B2B social networking sites like Facebook, Google+, LinkedIn, and
Twitter.
Now you’ve learned the basics about B2B marketing. What
other terms do you know? Tell us your alternatives in the comments below!
