What effective B2B marketing strategies can help increase inbound leads?
To help you and your company find effective B2B marketing strategies, we asked marketers and business leaders this question about their best strategies. From using the company’s Facebook pages to prioritizing search engine optimization, there are a variety of B2B marketing strategies you can use to increase inbound leads.
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Here are ten effective B2B marketing strategies you can use to increase inbound leads:
• Use the company’s Facebook pages
• Printing marketing materials
• Host community events
• Email marketing builds rapport
• Detailed keyword search for blogs
• Use videos on social networks
• Prioritize SEO
• Know your goal very well
• Show past successes
• Strong multiform content marketing
Use the company’s Facebook pages
Every company has one and 75% provide general contact information. Find the companies you want to reach and send an introductory email to the general company email asking to be connected with a decision maker. It’s free and takes a few clicks.
Zack McCarty, Qwick
Printing marketing materials
Printing marketing materials is a great way to retain your target customers and increase inbound leads. Items like business cards, brochures, and flyers are often shared along with a physical interaction with someone, which increases the likelihood that they will become a big head start for your business. Whether you work for a large franchise company or a small local business, professional marketing materials are a must!
Eric Blumenthal, Printing Authority
Host community events
Whether you want to do it virtually or in person, hosting events is a great way to connect with other business owners and learn more about their needs. As a marketing agency, we love hosting events and teaching business owners how to better optimize their websites or improve their email campaigns. This is an authentic and effective approach to increasing inbound leads.
Nikitha Lokareddy, marketer
Email marketing builds rapport
Email marketing is beneficial in that it helps build a relationship with potential leads and sales by keeping them updated, reaching them in real time, and being very engaged. The personalization of email marketing strategies has also shown a tremendous ability to improve the number and quality of inbound leads that result from email marketing efforts.
Joe Flanagan, VelvetJobs
Detailed keyword search for blogs
Our niche is online order fulfillment. We are very B2B. Red Stag’s customers are typically established ecommerce retailers looking for a better partner than the company they already use. Because of this, we tailored our content strategy to a type of customer who is very aware of the market we are in and understands the complexities of managing a supply chain. Last summer, we did a thorough keyword review and came up with a list of three or four long-tail keywords that had a reasonable frequency given the niche. One of them had something to do with a so-called demand forecast. We spent weeks researching every aspect of this more esoteric topic and putting together a guide on the subject. It’s been live on our blog for about nine months and has absolutely devoured the traffic, far more than we expected. Moral of the story: Longtail keyword targeting is a must for B2B.
Jake Rheude, Red Stag Fulfillment
Use videos in socials
A simple B2B marketing strategy to incorporate into your marketing strategy is video on social media. Social media posts that contain a video are viewed by more than 48%! That is a significant amount. When there are so many easy-to-use video editors online, there is absolutely no reason why you shouldn’t implement this.
Peter Selmeczy, Motionbox
Search engine optimization is critical to creating a successful inbound strategy for any B2B company. At Mylo, we make an alternative to animal leather and create a sustainable product that is transforming the fashion industry. Along with blogging and publishing capabilities, a lot of inbound sales undoubtedly come from search intent based on companies searching for the source of material being distributed by our most popular partners in the industry. High quality search engine optimization begins with keyword research and a well-defined strategy that focuses on words and phrases that your target audience is likely to be looking for – the ones that address their weaknesses and wants. The concept of wearing leather that does not use animal products abounds. SEO tactics help us define our product and stand out from the crowd.
And Widmaier, Mylo-Unleather
Know your goal very well
Clearly define your target audience. Who in the company is the decision maker? What are their weaknesses and problems that you will solve or alleviate? Next, do your research. What’s the best way to get there? Which networks do you visit most often? Based on this research, create an eye-catching message to entice them to your website, blog articles, or video creation. Make sure that your website or landing page (s) is set up to collect leads with the right call-to-action and that you have a great user experience. Ask a question or two on the admission form to segment your target audience. Based on their responses, send them relevant emails with articles that would interest them. Review your analysis monthly to see what is working and what is not. If you access your ads or posts but don’t get any clicks, this is the message and audience. If you’re getting clicks but no conversions, this is the website.
Giselle Aguiar, AZ Social Media Wiz
Show past successes
A great marketing strategy for B2B interactions is to showcase your past achievements. When you work with businesses, you can’t rely on trending marketing ads or buzzwords. It’s about how well you do what you do. When presenting yourself to a potential business client, it is important to show what you have done with other organizations. This shows that you can handle the workload and how well your company can cater to its needs. Your work portfolio will be your sales strategy as it encompasses everything that you have achieved and can do.
Mark Smith, University of Advanced Technology
Strong multiform content marketing
A strong content marketing strategy is great for building brand awareness, driving traffic, and generating leads for B2B companies. However, it’s important to make sure that the effort you put into content creation goes a long way. For this reason, it is critical to have a content strategy that reuses content in as many forms as possible. As you approach content creation with repurposing in mind, you can choose topics that will be translated into videos, infographics, or social posts. This is a great way to ensure that your content is distributed as widely as possible so that as many leads as possible can be converted.
Ceillie Clark-Keane, Unstack
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