This is even more evident when you are a company offering products/services to other businesses instead of the final consumer.
Before you approach any business to become their new supplier, you must be aware that there is likelihood that there is another business/company before you offering the same service/product that you want to offer. And they may even be doing it very efficiently.
So you practically have to be smarter to steal their market.
It therefore means that you have to adopt a marketing strategy that is so enticing that it will compel your target potential client to drop whoever they are dealing with in favour of your product/service.
In this article, Im going to outline some practical marketing strategies that B2B marketers can adopt to help them break into new markets and grab new clients no matter the odds.
1. USE LINKEDIN TO MAKE CONTACT WITH THE DECISION MAKER
This is one of the easiest marketing strategies that B2B marketers can implement right away. LinkedIn is a goldmine for generating highly targeted leads.
LinkedIn is by far the easiest route you can use to reach out to top CEOs who you wouldnt have been able to get appointment with because of their ‘gatekeepers’.
2. ENTICE YOUR TARGET AUDIENCE WITH FREEBIES.
Most professionals dont see the need for customer outreach. Some groups, especially churches, engage in community outreach to know how their members are doing.
The same thing is applicable here.
How do you reach out to your potential customers? Offer them something for free first to try out.
This strategy works like magic. But will you run some losses at first? Yes, because some will use your free stuff and still not buy from you.
3. KNOW YOUR COMPETITORS
You should know and understand your competitors businesses just as you understand yours (or even more). It is only in doing so you can know their inherent weaknesses which you can exploit later.
Monitoring a competitors activity will eventually unveil the marketing tactics that works for them so you can go the extra mile to outdo them. E.g. if they offer delivery for a fee, offer yours for free.
4. ADOPT CONTENT MARKETING
Everyone CEO wants to deal with a company or individual that really understands the industry better than everyone else. Content marketing can help to establish you as an authority in the field. If you or your company makes a new finding in the industry, make sure every one of your potential clients hears about it from you.
5. NETWORK, NETWORK AND NETWORK!
If you are a B2B marketer, you have to attend conferences, parties, join clubs, forums etc. Just make sure that such events have a good number of top decision makers in your industry who are likely to become your client in future.
By mixing with the right crowd, you can get a lot of quality information; like who your competitors are, why your potential customers patronize them, what their agreement is in terms of deliverables etc.
On a final note; there are several other Marketing Strategies B2B Marketers can adopt to boost their sales and grow their client base. But if you can use LinkedIn to contact the decision maker, entice him/her with a freebie and then follow up your competitors to know why your potential customer currently buys from them; then you would be on your way to total market domination.
Over to you!
Do you have ideas about other Practical Marketing Strategies B2B Marketers can implement to further increase their sales? Drop them in the comment box
