Selling to Other Businesses: Sales Promotion Methods for a B2B Market
When some firms think of B2B marketing strategies, they think primarily of direct and outbound techniques – messages that you might send straight to clients or prospective buyers that you’ve identified. In this approach, the goal is to be compelling and persuasive enough that the audience responds and engages with your printing and packaging services.
These kinds of techniques certainly have a place in your marketing tool belt, especially in printing and packaging industries. But the world of B2B marketing strategies has expanded, and the behavior of professional services buyers has changed. Buyers are much more likely to do a Google search to find and evaluate a firm than to check personal references.
Essential B2B Marketing Strategies to Grow Your Professional Services Firm
We had broadened the range of B2B marketing strategies at your disposal today, which help you to stay competitive and take full advantage of a wide spectrum of strategies. Let’s take a look at ten absolutely fundamental B2B marketing strategies that will not only help your firm keep up, but help you get ahead.
Research is the bedrock of any modern marketing effort. From marketplace research to brand research, detailed scientific studies will help you make more informed decisions. They’ll give you an objective basis for your marketing and provide you with valuable baselines for measuring your results. This will gain positive results on,
- You’ll know your clients better, which puts you in a position to serve them better
- Gives you insights on how your processes are performing
The most important consideration of your business is Niche targeting. The targeted niche makes all of your marketing efforts easier and tends to define exactly what you do and immediately distinguish you from the competitor.
In today’s Digital marketplace, your firm’s website is one of your most crucial assets. It is much more than a digital billboard or brochure, as some firms believed in the past. A successful website is the hub of a firm’s online presence and an information-rich projection of its expertise into the marketplace. In fact, 80% of people look at the website when checking out service providers – the most commonly used information source by far. This will gain the positive results on,
- Attract potential buyers, influencers and referral sources
- Deepen engagement with your prospects and turn them into educated and qualified opportunities
- Demonstrate your firm’s expertise and become well-known throughout the marketplace
There are a number of platforms on which your firm can advertise effectively, one among is Social Media, which stands as the top of the core. Our research has found that over 60% of buyers check out new service providers on social media, making it a more commonly used source of information than formal referrals and recommendations. How it helps,
- Advertising doesn’t just promote your services – it can also play an important role in driving content downloads, increasing both your expertise and visibility.
- It allows you to network and connects with valuable contacts and influencers, as well as monitor your brand through social listening.
There are compelling reasons to have a video on your site, but the biggest reason is that it’s one of the most effective means of selling your company’s product. Here are some noteworthy statistics about video marketing,
- 43% of customers want to see more video from marketers
- Shoppers who view video are 1.81x more likely to purchase than non-video viewers
- 4 in 5 customers believe that demo videos are helpful
Upselling and cross-selling
Actually, upselling simply offers a higher version of the product, while Cross-selling offers related products to your clients. Cross-selling and upselling tactics can be applied to nearly any business who wants to improve its bottom line and increase B2B sales. By offering multiple versions of the same service or related services, you can create a selling juggernaut with your clients.
Free Trials and Bundling
For startups engaging in online sales, free trials are a popular and effective way to reach customers. Apple’s App Store is a prime example of the success of the free trial model. Free trials help you get your product in the hands of customers and have them see the value of your product. This model helps you obtain and generate leads for your premium product.
On the other hand, if you are thinking of bundling your product, make sure the company you partner with has a known brand and is one with which you would like to be affiliated. Bundling with this established brand will lend credibility to your own product, and credibility is needed by startups. Classic examples of bundling occur in the travel industry, with airlines marketing and receiving cuts on offers that include hotels, rental cars, and insurance.