The specificities of Marketing for the B2B market (2021)
Posted: Sun Dec 22, 2024 7:49 am
Your IT company's website is meant to be your business's calling card. Therefore, it must be planned and prepared to encourage contact/meetings by clearly communicating your offering and how it solves your potential customers' business problems. You should see your website as a lead capture channel, which, through engagement and relationship strategies, based on the new General Data Protection Regulation, can deliver real business opportunities to your sales department.
In this sense, we recommend that your website has institutional content, capable of providing information about the products and services that your IT company offers, but fundamentally that it has rich and educational content aimed at the business pains of your Customers so that you can boost your sales. To do this, you can use blog articles, landing pages, eBooks, videos, among others, which are essential for a Content Marketing strategy.
2 – Participate and hold events
In the B2B market, participating in events is an excellent opportunity to establish direct contact with your potential customers and strengthen the relationship germany business mailing list with your current customers. After all, we are talking about complex and typically consultative sales, so face-to-face contact is still very valid. However, before deciding to participate in an event, it is necessary to establish objectives, strategies and metrics. Therefore, we recommend that you do the exercise below, answering the following questions:
How does event X fit into your IT company's Marketing strategy?
How will the event in question contribute to achieving your business objectives?
Who is the audience at the event?
What communication strategies will you choose to attract potential customers to your company at the event?
How will your IT company participate in the event? Lecture, guest, stand, sponsorship, among others.
How does your IT company want to be perceived by the audience present at the event?
What experience will your IT company provide?
What is the expected return on the investment made?
What will be the KPIs (Key Performance Indicator)?
In addition to being present at events organized by third parties, your IT company can hold its own events, organized in-house. The difference is that, in this case, the logistical responsibility and guarantee of success falls on your company.
Some companies in the B2B market invest in holding events as one of their main marketing strategies. OUTMarketing, for example, aims to highlight the best that is being done in the IT sector in Portugal by holding the annual event “ Falando TI Conference ”. But there are many other event ideas that your company can hold. Here are some possibilities:
Launching products and services
Congress
Workshop
Business breakfast
MasterClass
Lecture
Seminar
Roadshows
The objective of events is also to position your company as an authority on a given topic and therefore, once again, sharing rich content that adds value to your Clients' business is essential.
3 – Social Selling
The way people communicate and sell has changed for some time now. As a result, we have noticed that social strategies have become more focused on consumer interests, interaction, loyalty and, of course, conversion.
In this sense, we recommend that your website has institutional content, capable of providing information about the products and services that your IT company offers, but fundamentally that it has rich and educational content aimed at the business pains of your Customers so that you can boost your sales. To do this, you can use blog articles, landing pages, eBooks, videos, among others, which are essential for a Content Marketing strategy.
2 – Participate and hold events
In the B2B market, participating in events is an excellent opportunity to establish direct contact with your potential customers and strengthen the relationship germany business mailing list with your current customers. After all, we are talking about complex and typically consultative sales, so face-to-face contact is still very valid. However, before deciding to participate in an event, it is necessary to establish objectives, strategies and metrics. Therefore, we recommend that you do the exercise below, answering the following questions:
How does event X fit into your IT company's Marketing strategy?
How will the event in question contribute to achieving your business objectives?
Who is the audience at the event?
What communication strategies will you choose to attract potential customers to your company at the event?
How will your IT company participate in the event? Lecture, guest, stand, sponsorship, among others.
How does your IT company want to be perceived by the audience present at the event?
What experience will your IT company provide?
What is the expected return on the investment made?
What will be the KPIs (Key Performance Indicator)?
In addition to being present at events organized by third parties, your IT company can hold its own events, organized in-house. The difference is that, in this case, the logistical responsibility and guarantee of success falls on your company.
Some companies in the B2B market invest in holding events as one of their main marketing strategies. OUTMarketing, for example, aims to highlight the best that is being done in the IT sector in Portugal by holding the annual event “ Falando TI Conference ”. But there are many other event ideas that your company can hold. Here are some possibilities:
Launching products and services
Congress
Workshop
Business breakfast
MasterClass
Lecture
Seminar
Roadshows
The objective of events is also to position your company as an authority on a given topic and therefore, once again, sharing rich content that adds value to your Clients' business is essential.
3 – Social Selling
The way people communicate and sell has changed for some time now. As a result, we have noticed that social strategies have become more focused on consumer interests, interaction, loyalty and, of course, conversion.