June 17, 2022 11:16 AM
How to Increase B2B Sales
Alexey Ereminsky
Head of Content Department at expert-content.ru
Content
How to Find Clients in the B2B Segment How to Attract Clients in the B2B Segment More on How to Increase B2B Sales
How to increase B2B sales and attract target decision makers using digital — this is what many B2B marketers are thinking about. On the one hand, promotion and internet marketing in the buy phone number list B2B segment are not fundamentally different from the tools for the B2C market. The laws of marketing work the same for everyone. But the B2B sphere has its own difficulties:
The target audience is smaller compared to the retail segment.
The decision to purchase takes longer (in some cases, several years) and, as a rule, is made by a whole group of decision makers.
The seller's reputation has a greater impact on sales - most often, decision makers are well informed about all market participants.
In this article, we will talk about methods of increasing sales in the B2B segment. We described in detail the difference between B2B and B2C marketing in the article "What is the B2B segment in simple words with examples."
How to find clients in the B2B segment
There are many tips on how to find clients in B2B, but they basically come down to the same tools as in B2C marketing. First, you need to divide the audience into segments and describe each of them. Give each segment an avatar - a character that exactly matches the typical representative of the audience. And think about how you can communicate with him.
Let's look at an example of how to find clients in B2B: a company selling medical tests for express diagnostics. The decision to purchase tests is influenced by two people:
The head of the express laboratory is the main decision maker; he is responsible for purchasing tests.
The head of the intensive care unit does not purchase tests, but prescribes tests for patients and requires that the tests meet his requirements.
To create an audience profile, you need to answer the following questions:
Who is a typical representative of the segment?
What problem is he trying to solve?
In what situation is the need formed?
What fears does he have if the issue is not resolved?
What objections could there be?
What selection criteria are used?
What pains and fears may arise?
Here is an example of an audience description using this template:
01
You can download more examples of B2B audience descriptions — digital agency avatars at the link . Follow the link and adapt the template to your audience, so you will learn how to find B2B clients.
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Email Marketing in B2B
Almost all decision makers in companies have a corporate email that they check regularly. After all, letters from colleagues, partners, and contractors come there. Therefore, email marketing is especially effective in the B2B segment.
Read the article “ Email Marketing in B2B ” to learn how to create a database of decision makers’ email addresses and build communication with them.
Watch a video about how to attract customers using a website, mailing list and contextual advertising
