We help you capture quality leads for your b2b business
Posted: Tue Dec 03, 2024 6:26 am
Do you need to increase your company's sales? Are you looking to renew and adapt your communication to the current situation? If you have already asked yourself these questions, it means that your business needs to renew its acquisition strategy and start taking advantage of the enormous potential of the Internet and new technologies.
Table of Contents
How to get new clients for your B2B business?
Inbound Marketing
Phase 1: Attraction
Phase 2: Conversion
Phase 3: Decision
Phase 4: Loyalty
Pay Per Click (PPC) Advertising
Email Marketing
If your company is a B2B (Business to Business) business , you will agree that attracting customers in this market is not an easy task. Unlike the B2C (Business to Consumer) market, where strategies are developed with the aim of reaching the end customer, in the B2B market it is important to keep in mind that the needs of the target we are addressing are multiple. It should also be noted that in the B2C market, purchasing decisions can be conditioned by subjective factors such as emotions, however in the B2B environment, the concepts of rationality, profitability and productivity predominate.
How to get new clients for your B2B business?
The first step to start attracting new customers for your B2B business is to design and define a competitive strategy to generate leads , prioritizing quality clinics email list over quantity. To do this, it is essential to know how to qualify leads in the most optimal way and carry out a strategy that is 100% tailored to your business objectives.
The B2B market is especially competitive. At GO2JUMP we are going to explain which lead capture strategies have shown the highest success rates in this market.
Inbound Marketing
When we launch an inbound marketing strategy, we will discover how to capture online leads mainly through content, and to do so, it is essential to put ourselves in the shoes of our target audience. We must define our buyer persona , that is, we must know exactly who our potential client is, their needs and how they want us to communicate with them. We even recommend writing their story: putting a face to them, a name to them, listing their motivations, aspirations and the obstacles they have to overcome in their daily life.
If we are able to build a real portrait of our buyer persona, we will be able to offer them the right content at each stage of the purchasing cycle:
Phase 1: Attraction
At the initial stage of traffic acquisition, we recommend using the following marketing tactics:
SEO : Through an exhaustive study of keywords: keyword research, we will detect those search terms with the greatest potential for capturing and for which we should position our website in search engines. At the same time, we will carry out an SEO audit on the main sites of our company to verify that the search engines can correctly crawl and index all our pages.
Content Marketing : By combining the keyword research study of SEO campaigns with the profile, needs and preferences of our buyer personas, we will define a content strategy focused on the main topics that the user searches for in the initial discovery phase (when they are aware that they need to solve a problem and are looking for the best solution on the web). The key is to anticipate their searches, publishing content of great educational value and on the most appropriate channels (blog and social networks).
PPC : In combination with the above techniques, and reinforcing the attraction strategy, it is highly recommended to incorporate pay-per-click campaigns in search engines (Google Ads), and also in social networks with Social Ads campaigns. Within the industrial B2B sector, we especially recommend using the LinkedIn and Twitter networks.
Phase 2: Conversion
At this stage, it is essential to know how to work with the traffic that has been obtained through the acquisition phase in order to convert the traffic into qualified leads for sale. It is highly recommended to launch remarketing campaigns in search engines to reactivate users who have already been impacted but have not yet become leads, as well as to carry out specific PPC campaigns that direct to specific landing pages with a clear value proposition and a form with the necessary fields to build a well-segmented database. There is no magic formula to determine the correct length of a form. We recommend including only the essential fields that allow us to make a successful sales proposal.
In addition, it is crucial to implement a lead nurturing strategy to maintain the interest of these leads over time, providing them with relevant and personalized content that guides them through the sales funnel and increases the likelihood of final conversion.
Phase 3: Decision
In the last stage of the funnel, our potential client already knows how to solve their problem and wants to make a decision. They compare the different options consulted to choose the best option. It is crucial to create and offer content that positions us as the best option for the client, compared to your competition. We must generate highly personalized content that highlights our differential values and encourages the purchase, such as: success stories, testimonials, endorsements and recognitions from the industry, free samples, showrooms, discounts, etc.
Phase 4: Loyalty
This is the so-called post-sale phase, where the user has already become a customer. We must continue to offer the customer quality and valuable content, and show interest in them so that they become a proponent of your brand. Social networks play a fundamental role in customer loyalty, maintaining active conversations and even acting as a complementary customer service channel.
Table of Contents
How to get new clients for your B2B business?
Inbound Marketing
Phase 1: Attraction
Phase 2: Conversion
Phase 3: Decision
Phase 4: Loyalty
Pay Per Click (PPC) Advertising
Email Marketing
If your company is a B2B (Business to Business) business , you will agree that attracting customers in this market is not an easy task. Unlike the B2C (Business to Consumer) market, where strategies are developed with the aim of reaching the end customer, in the B2B market it is important to keep in mind that the needs of the target we are addressing are multiple. It should also be noted that in the B2C market, purchasing decisions can be conditioned by subjective factors such as emotions, however in the B2B environment, the concepts of rationality, profitability and productivity predominate.
How to get new clients for your B2B business?
The first step to start attracting new customers for your B2B business is to design and define a competitive strategy to generate leads , prioritizing quality clinics email list over quantity. To do this, it is essential to know how to qualify leads in the most optimal way and carry out a strategy that is 100% tailored to your business objectives.
The B2B market is especially competitive. At GO2JUMP we are going to explain which lead capture strategies have shown the highest success rates in this market.
Inbound Marketing
When we launch an inbound marketing strategy, we will discover how to capture online leads mainly through content, and to do so, it is essential to put ourselves in the shoes of our target audience. We must define our buyer persona , that is, we must know exactly who our potential client is, their needs and how they want us to communicate with them. We even recommend writing their story: putting a face to them, a name to them, listing their motivations, aspirations and the obstacles they have to overcome in their daily life.
If we are able to build a real portrait of our buyer persona, we will be able to offer them the right content at each stage of the purchasing cycle:
Phase 1: Attraction
At the initial stage of traffic acquisition, we recommend using the following marketing tactics:
SEO : Through an exhaustive study of keywords: keyword research, we will detect those search terms with the greatest potential for capturing and for which we should position our website in search engines. At the same time, we will carry out an SEO audit on the main sites of our company to verify that the search engines can correctly crawl and index all our pages.
Content Marketing : By combining the keyword research study of SEO campaigns with the profile, needs and preferences of our buyer personas, we will define a content strategy focused on the main topics that the user searches for in the initial discovery phase (when they are aware that they need to solve a problem and are looking for the best solution on the web). The key is to anticipate their searches, publishing content of great educational value and on the most appropriate channels (blog and social networks).
PPC : In combination with the above techniques, and reinforcing the attraction strategy, it is highly recommended to incorporate pay-per-click campaigns in search engines (Google Ads), and also in social networks with Social Ads campaigns. Within the industrial B2B sector, we especially recommend using the LinkedIn and Twitter networks.
Phase 2: Conversion
At this stage, it is essential to know how to work with the traffic that has been obtained through the acquisition phase in order to convert the traffic into qualified leads for sale. It is highly recommended to launch remarketing campaigns in search engines to reactivate users who have already been impacted but have not yet become leads, as well as to carry out specific PPC campaigns that direct to specific landing pages with a clear value proposition and a form with the necessary fields to build a well-segmented database. There is no magic formula to determine the correct length of a form. We recommend including only the essential fields that allow us to make a successful sales proposal.
In addition, it is crucial to implement a lead nurturing strategy to maintain the interest of these leads over time, providing them with relevant and personalized content that guides them through the sales funnel and increases the likelihood of final conversion.
Phase 3: Decision
In the last stage of the funnel, our potential client already knows how to solve their problem and wants to make a decision. They compare the different options consulted to choose the best option. It is crucial to create and offer content that positions us as the best option for the client, compared to your competition. We must generate highly personalized content that highlights our differential values and encourages the purchase, such as: success stories, testimonials, endorsements and recognitions from the industry, free samples, showrooms, discounts, etc.
Phase 4: Loyalty
This is the so-called post-sale phase, where the user has already become a customer. We must continue to offer the customer quality and valuable content, and show interest in them so that they become a proponent of your brand. Social networks play a fundamental role in customer loyalty, maintaining active conversations and even acting as a complementary customer service channel.