5 Marketing Strategies for B2B Businesses -

If you browse YouTube for marketing content, 8/10 videos will be for B2C, not B2B. What works in B2C will not work in B2B, since the people you target will change. In the former, you can sell low-priced products. But for B2B, it is about high ticket selling. Unlike B2C, B2B clients are longer but simpler to convert. Why? lets deep dive into their psyche. B2B Psyche - As you've read, B2B is all about high-ticket stuff. Let us start with a question: What is going to be the most expensive purchase for you? A house or a car? Let's stick to a house for the time being. Let me run you through the process of purchasing a house. You see an online ad. Click on it and you are sent to their website. You fill out a form and provide your contact details. Then someone from their side will call you and schedule a site visit. Upon reaching the site you will ask a bunch of questions like: - How is the security? - What amenities will you get in the apartment? - How far is the supermarket, hospital, and metro station? And many more. With so many questions and options available, this process will take around 3-6 months. Plus the cycle is so complex, so much is happening even before you see the house. And even after going through so many steps, there is a chance of not going ahead with the buying decision. We all want the best possible house right? Since a lot of time and money will go into this. I hope you have a good grasp of the mindset needed for B2B marketing. Put yourself in the shoes of your customers. Cliche but works every time. B2B Marketing Strategies For You - 1. Use B2B SEO (Search Engine Optimization) B2B firms have a website as their primary source of lead generation. This means you should not ignore the power of SEO for B2B businesses. Websites ranking in the top 10 searches (not ads) are getting more visibility than others. More visibility → More leads → More revenue. 2. Channelize Content Marketing Content is king, you know this. Ever wondered why? You build trust through content posting on social media and your website. When people consume your content, find it useful, not once, twice, thrice but many times ... You establish yourself as an authority in their heads. Where there is authority, there is trust. And at the end of the day, it is a game for building trust. In case you are not proficient with content creation, you should outsource it to a 3rd party. B2B firms are outsourcing their content creation works to marketing agencies. At Gryffin Capitalist, we are outsourcing our content work to a marketing firm. The results are surreal. 3. Reviews & Testimonials For every buying decision, your customer is going to check out your online reviews. For example, your Google & Trustpilot reviews. If they see high ratings and positive reviews, your customers/ clients will not be able to resist you. 4. Referrals Leads coming through referrals have a high conversion rate. And not to forget, free-of-cost marketing. 5. Prepare for a Longer Buying Cycle As you've read in the housing example above, B2B sales take time. There is no magic wand for fast-tracking this process, but you can plan for the long term. Build a lead-generating funnel. Imagine a scenario where you are getting leads even though you are asleep. Is this possible? Yes, it is. You will have to optimize your social media platforms. Optimize your website for organic rankings. I want you to have realistic expectations. You can outsource your marketing efforts but not your sales work. You need to build a powerful team of closers and negotiators, as sales is an integral part of marketing. Should I appoint a marketing firm? I will not tell you what to do, this should be your call. But I will tell you what we are doing at Gryffin Capitalist. A few weeks back, the agency we are working with reworked our BVI offshore company page. And within a year, it is ranking in the top 30 for the targeted keyword. Marketing is an art. If you don't want to spend time learning it, it is best to outsource it. We did so and are reaping the results. PS: What business are you running?