A Complete B2B Marketing Strategy - B2B Lead Generation

Parnas Ghosh Parnas Ghosh
Feb 17, 2022 5 min read
A Complete B2B Marketing Strategy - B2B Lead Generation

Today, a huge number of startups are setting their foot in the industry and are conquering the world with their innovative ideas. These startups follow different types of business models. A business-to-business startup, commonly known as a B2B startup, is a huge thing in the market these days. The whole idea of a B2B company is to establish a business that caters to the needs of other businesses. According to a report, 85% of B2B marketers say lead generation is their most important content marketing goal.

However, running a B2B startup is a tough task as owners of such businesses need to look for suitable clients who require the goods or services that the company is offering. Moreover, generating B2B leads for your startup can become a hectic job and cause excessive levels of frustration. So here is our B2B marketing strategy. It will help you to generate B2B leads for your startup and proceed with their work strategies.

What Is Business-To-Business Marketing?
Pre-requisites for a Business-To-Business Marketing
10 Ways of B2B Lead Generation for Your Startup 2022
B2B Success Stories on Social Media

What Is Business-To-Business Marketing?

Business-to-Business (B2B) marketing mainly involves the vending of one company’s products and services to another company’s products and services. The goods could be used for the production of some other goods, for reselling it to the consumers or could be used in the general operations of the business.

Pre-requisites for a Business-To-Business Marketing

B2B marketing requires products for other companies. You should not just start off without even a rough idea in your mind. This will only lead to unproductive outcomes and will take you nowhere. The first thing that one should do is think about the product, its merits, and its demerits.

Several questions should come to your mind before finalizing anything.

  • Is my product beneficial for the company?
  • What would be the gain that my product/service would provide to the clients?
  • How much will my product/service help the clients to earn?
  • What are the main advantages of my product/service that make it better than the others in the market?
  • What efforts can be made to improve the quality of the product/service?
  • What is the price structure of a similar product in the market?

Conduct a thorough analysis of your products and services. Customer feedback is the best way to do this.

10 Ways of B2B Lead Generation for Your Startup 2022

Diversity

All buyers of a B2B company will have different needs and wants, so an entrepreneur must make sure that their content addresses all the needs and demands. The content should fit the shoe and not be focused on just one thing to attract buyers from all around the globe.

Stand Out

The capabilities of a startup are judged by the content that is posted on their blogs or social media websites. Hence, this content needs to be attractive with infographic inputs and strategically placed to allow buyers to find them easily. Moreover, it gives a boost up to the startup showing true data in their content which makes them trustworthy.

Pricing

It is not a common practice to post prices on the company’s website as it hinders the chances of getting many opportunities, but if the prices are not posted, most of the queries would be to know the cost but not generally buy the services. Posting prices would decrease useless traffic and allow more room to focus on potential customers. Furthermore, the pricing strategy should be decided with a thorough competitive analysis for breakthrough performance.

Relationships

Having a healthy relationship with the client’s company is extremely important for the business to flourish, thus, building a good connection will allow the business to grow through word-of-mouth marketing. Although, word-of-mouth has a different approach it has always had a high conversion rate.

Marketing

Marketing is the best way to generate leads. In today’s technology-driven society online marketing is the major contributor to an increase in sales. Services can be marketed depending upon the needs of various buyers using social media platforms, blogs, or a well-developed website. Creating an email database to send occasional newsletters to potential buyers helps in boosting the business. In other words, email marketing is a great tool to generate B2B leads for the business.

Sign up forms

Sign-up forms for the company website should not be very long as that irritates buyers. The easier the signing up process the more potential buyers will sign up and add to the business. They should contain the basic details like name, email, phone number and address but not a whole lot of information that can be asked in later stages.

Optimize the Landing Page

The homepage of the company’s website or the social media profile should be SEO-friendly. Articulating content that would attract people. Make your content in such a way that it is displayed clearly on top Google searches. Most people do not go to the second page while searching for something on Google to make sure that the website comes in the first page in Google searches related to the keyword.

Have a Q and A section

Have a FAQ section, which is clearly visible on the website, to answer the most common queries on the website for people to properly understand the services. Ask present clients about the issues they may have faced while registering on the website, collect the information and create a questionnaire with answers by the team.

Buy Leads From Various Platforms

Startup owners can also buy leads from various online platforms that are selling them. There are many sites that provide quality leads with accurate information. B2B companies should collect as many leads as possible from these sites to help them in progress.

Hire

Owners can also hire a company that specializes in lead generation or hire freelancers that can generate leads and do promotions. Hiring freelancers residing in different countries can be profitable and will help in getting leads from various different countries. It is also inexpensive in nature and provides a quality result to generate B2B leads for your company.

B2B Success Stories on Social Media

Approximately, 69% of the Indian B2B marketers agree, social media is one of the major tools to engage potential customers. Statistics regarding the success of lead generation for B2B companies using social media marketing are quite high. B2B buyers are much more attracted to brands that have a strong social presence. They prefer the companies to present the information via social media.

Some of the successful social media campaigns implemented by a few companies are:

iYogi

iYogi being a technical support company faced many difficulties in generating leads and creating brand awareness for its new service; Digital Service Cloud. The company chose LinkedIn to focus on the key areas of interest and target audience. The campaign was a huge success and helped to achieve 62% of the follower base in the duration of just three months.

Deskaway

The company chose Twitter along with paid media and Adwords for the purpose of selling its web-based team along with the project collaboration software. Product announcements, news, and blogs were shared on a continuous basis and thus, generating leads.

Conclusion

The above two examples show that social media is really an efficient tool for B2B marketers. It not only helps to increase brand awareness on a huge scale and target a bigger audience but also establishes a company as a thought leader. The company gets to connect easily with the clients and the prospects. Good relations are built with the people who can influence the industry. Social media and email marketing also trigger word-of-mouth conversations and help in optimizing the conversions for B2B companies. Keeping these important points in mind shall go a long way for B2B companies in creating a huge client base and gaining success in their business proceedings.

FAQs

What are 4 types of Marketing Strategies?

Four types of marketing strategies are:

  • Market Penetration Strategy
  • Market Development Strategy
  • Product Development Strategy
  • Diversification Strategy

What are the four types of B2B Markets?

The four basic categories of business customers in B2B markets are producers, resellers, governments, and institutions.

Is Amazon a B2B OR B2C?

Amazon is both business-to-business B2B and business-to-consumer B2C.

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