In the age of the self-educated consumer, traditional B2B marketing strategies no longer produce the same results. But what if there was a way to generate 3 times more B2B leads per dollar than traditional methods? And what if you could routinely close huge B2B sales?
The strategy we would like to introduce is called Inbound Marketing. And it will help you achieve your sales goals in a faster, more efficient manner. Which means more leads, more sales and a higher return on investment.
Here's what you need to do.
1. Create Target Personas
Target personas are fictional, generalized characters that incorporate the various needs, goals, challenges and observed behavior patterns among your B2B prospects. This is a way to internalize the ideal prospect you’re trying to attract, and connect with them as real people. Having this in-depth understanding of your audience will be the key to your success.
2. Develop a Content Strategy
Based on your target-persona research, you should have a good understanding of the type of content that your buyer personas prefer to consume. Whether that’s through video webinars, blog articles, whitepapers, e-books, newsletters, case studies and more. This content will be responsible for attracting the right visitors to your site and keeping them engaged enough to share their information and become a lead.
3. Nurture Your Leads
67% of B2B marketers see a 10% or more increase in sales opportunities throughout the sales funnel when lead nurturing is used. (DemandGen). Once a visitor becomes a lead — it doesn’t stop there. Deepen your relationship with the lead by offering relative content, additional incentives and solutions to their problems. This is how you nurture your audience down the marketing funnel.
Want to learn more about inbound marketing, its costs, and how it can help you generate more B2B leads? Visit our Inbound Marketing YouTube channel!