Share useful content such as blog posts, videos, and infographics that can add value and is relevant to your potential clients. Of course, all of this must be followed up by top notch customer service! We offer a wide range of services and our competitive edges are our low prices (lower than industry average), as well as our specialty of small to medium sized businesses (one that typically cannot afford to hire an ad agency). Referrals are a key component of a successful long term b2b customer acquisition strategy and should not be overlooked. LinkedIn has also introduced Lead Gen Forms for sponsored InMail and sponsored content that helps you collect even more quality leads from your ads. It’s no secret: Selling to B2B customers is hard. My tip for B2B businesses is not to neglect longer-term marketing strategies like SEO. Related: How to Do Email Outreach Like a Pro. Historically, B2B companies have not rushed to adopt new technologies promising to reshape their approaches to sales, marketing, and customer experience. As a relatively young website, I’ve been able to grow my Domain Authority (Moz) by a few points per month by guest blogging on a handful of quality websites in my niche, and as a result, I’ve seen a steady uptick in site traffic and leads. No worries, just as the title says, we’re here to cover the SaaS and B2B customer acquisition and retention strategy. That’s where Horizon B2B comes in. But there are also things they have in common. That’s why you need tried-and-tested B2B marketing strategies to ensure you’re on the right track. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. By revamping this B2B manufacturer's website and overhauling its customer acquisition strategy, they realized a 4X ROI 45 days into their engagement with us. It’s simple: no customers = no business. 82% of B2B companies believe their current database strategy requires a lot of improvement while for 59% maintaining high data quality is a … Re-evaluate your business goals. Providing an online community is a great way to engage consumers, build on that relationship, and increase brand loyalty. In this piece on customer complaints, the post received 46 likes and 15 shares. Next Leap Strategy develops and executes customer acquisition marketing programs fo r B2B companies to generate more qualified prospects and close more sales.. Let’s find your next customer! ... Having a solid customer acquisition strategy is an essential component for any business. Chloe Brittain is the owner of Opal Transcription Services, an audio transcription company serving businesses and professionals in the U.S. and Canada. We use our unique LinkedIn social selling strategies and psychology of LinkedIn users that is based on real-world data and proven trends to ensure you acquire a steady flow of new clients, customers or users. B2B Data Partners is focused at ensuring that every customer reaches and goes beyond his goals, and help you design a completely integrated direct response marketing strategy to spread your customer base. Ovation Sales Group found the average sales person prospects 6.25 hours to set one appointment and only 6% of these (as an average across industries) will convert to deals. For example, a B2B customer will search for leasing of forklift as compared to a B2C customer who will most likely search for where to take forklift classes instead. Getting a new client in the B2B industry is much more complicated than in the B2C. My Go-To tips to win new clients for our B2B business are: Implement various lead generation activities for an effective sales funnel process. Our blog and our content have been the main drivers of our business’s success and we’ll continue to invest as long as we continue seeing returns! By clicking below to subscribe, you acknowledge that your information will be transferred to Mailchimp for processing. B2B Data Partners offers unique services and capabilities designed in order to understand the current business scenario. How to Use Customer Surveys to Improve Your Product, How to Increase B2B Sales with Email Marketing, Marketing Funnels and Customer Journey Maps: Two Buzzwords You Need to Know [Infographic], How to Build a Customer Engagement Strategy, How to Convert Your Blog Content into a Podcast [2021 Guide], 6 Ways to Scale a Business Through Influencer Marketing, Tips on Creating a Video Landing Page That Converts, 9 Blogging Tips to Skyrocket Your Website Content In 2021. So, let’s go through the strategies one by one without wasting any more time. Strategy … We run a logistics company renting and selling forklifts. Which do you think will work best for your company? Is it blog content, comparison to competition pages, or pricing? Depending on the size of the company you are approaching, look out for the CEO who runs the business, directors who have high authority in the company or even procurement managers who are in charge of buying or engaging your product or service. Today’s B2B customers, on the whole, want to research and buy in a very similar way to B2C consumers, yet business has been very slow to catch on to this fact. Instead of sitting in front of a laptop or desktop computer, people are now using their mobile devices to find the information they need. 7. There are a few ideas that have proven to be effective and we’ve outlined 3 strategies below help you acquire the customers you need to grow your business this year. Reach out to other experts and potential clients in your niche and try to develop an authentic relationship with them on LinkedIn. 77% agreed that they conduct a more detailed ROI analysis before making a purchase decision. Target only those who fail to open, by sending a completely different email. Leads and new customers through. A Senior Marketing Director with around 25 years’ experience in B2C and B2B marketing. Aligning your customer acquisition strategy in uncertain times like this can take many ways, which include the following: 1. Majority of our customers are B2B and we get leads online from investing in SEO on our website. The difference between SaaS customer funnel and other funnels is that- in SaaS, leads are pushed gently. Customer Acquisition Strategy (Examples) There is five customer acquisition strategy of analytics in the process of business analysts. There are several ways you can upgrade your SEO so that customers can find your site more easily. Typical SEO, social media and all the other regular stuff from the book has almost never been the driver of growth. Required fields are marked *. The big advantage is that our customers are even happy to make an introduction – this way the lead is not just cold, but it’s a warm introduction that you can work your way along. Rather than fixing the bucket (the marketing funnel), they pour more water (traffic) into the bucket to keep it full. The process can be described in three main stages that relate to the customer journey: 1) A customer gains … The core of an efficient customer acquisition strategy regardless of its industry, nature, and type of business is its contact/customer/marketing database. Even the basic purchasing models for the two types are totally different. You’ll learn: How to be thoughtful on the channels you choose to pursue; Why you should always be testing; What current merchants do … LinkedIn solves your problem of guessing who is in charge by letting you know which position each employee holds in the company of interest and whether they will be the right person to connect with. Additionally, I’ve noticed that leads from organic search are typically higher quality than leads from sources like business directories. With our current global economy, it’s impossible for a business to thrive in isolation. We use Mailchimp as our marketing platform. Traditionally, acquisition marketing and relationship marketing are seen as the two sides of the coin – one’s for acquisition (the clue’s in the name), and one’s for retention. Social media is a great way to build rapport with potential clients. The rise of new marketing tools and methods, video contents and podcasts have reached a whole new level. Instead, show clients that you’re trustworthy and knowledgeable. Improving customer engagement through digital tools is an integral part of a customer-centric strategy for B2B companies. The customer acquisition strategy zeros in on the first and second stages of the customer lifecycle, to ultimately drive a purchase. Customer Acquisition Strategies. Without it, you're going to seriously struggle to grow your business in any kind of meaningful way. But, the days when a salesperson was in charge of the buying process are long gone. Follow me on … For example, if you’re Best Buy and are trying to sell more work computers to businesses, you could release a video series where you review the top computers of 2019 for different functions. What Are You Doing For Your B2B Customer Acquisition? If clients feel like they can easily engage with you online, this helps to build a relationship. Our approach starts with crafting a data strategy and operationalizing it,” says Sechrist. It's his mission ever since to provide a solution to this problem. However, there are a number of ways you may be able to attract new B2B customers, using both traditional and new digital strategies. Content marketing takes careful study of your customer avatar, putting time and energy into developing quality content, and then even more time and energy into promoting that content so that it reaches your ideal audience. The B2B acquisition process can be both very delicate and very straight forward. When your business can turn insight into action, you have a recipe for success –especially when you can apply this insight to your product. Hence, at this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing i.e. Because B2C and B2B customers are different in so many ways, B2B companies usually treat their enterprise clients with greater moderation and reserve compared to how they approach retail buyers. One of our main strategies to acquire new customers is actually by our existing ones, as almost anyone working in a SaaS would know someone else in another company. Know what it is that gives your brand an advantage over your competitors and what reasons your customers choose to go for it over others. For information about our privacy practices, please review DevriX Privacy and Cookie Policy. Keep your profile and business page optimized. Knowing your own strengths and weaknesses as a business is key when it comes to wooing prospects in the B2B industries and trying to win new customers. If marketers become too obsessed with acquisition-led KPIs, such as lead generation and online conversions, these opportunities will be lost. You can connect with him via Twitter or LinkedIn. This isn’t a marketing trick. Ben Jorgensen Klick Push been in business for 2 years, raised $500k to date, completed a Forbe’s Top Ten Accelerator Program (Tech Wildcatters) and won best-emerging ad technology for Ad:tech NYC 2014. Customer acquisition can be one of the biggest challenges entrepreneurs face. It’s natural, then, that these companies decide they’re going to ‘do’ relationship marketing, that’s seen as a customer retention strategy. SEO experts are now recommending that you have posts with 2000+ words – that’s the content that keeps consumers engaged and has the greatest average of social shares. You can reach out to other B2B business like IT service companies or commercial law firms and discuss the idea of a referral system where you recommend each other to your customers. It’s a subtle way to develop brand awareness and make sure you’re not selling your products to a lead who’s not even aware of what you offer (at least, yet). 21 Customer Acquisition Strategies to Win New Customers. Nowadays, he helps SMEs save money on their payment processing costs. Where managers are able to overcome difficulties in adapting their strategy to suit their business model, they will also be able to better identify opportunities for engagement that cater to B2B customers’ needs. The job is phone and web based and can be done from anywhere. When it comes to a B2B company’s priorities, finding leads and new customers is pretty darn close to the top of the list. Content Marketing For Lead Generation (Blog posts, Infographics, Podcasts, Email Marketing ( The right kind of marketing using relevant content), Social Media Marketing (Promoting relevant and valuable content). If your company website isn’t optimized for mobile viewing, then customers are likely to move on to a site they can easily view on their device. This helps me gain a client’s trust and respect before I try to sell them something. The reason for this is that they don’t actually know how much they should be investing or how, so they end up spending money in the wrong area and not see any return. Your email address will not be published. Customer acquisition isn’t easy, but a strong acquisition strategy can continually bring in new customers every week. Why Video is So Important for Taking Your Business to the Next LevelVideo content is an essential... How Animated Explainer Videos Can Boost Email Open RatesEmail marketing has been a staple of... 4 Tips for Marketing Success Using Video During the 2020 Holidays This holiday season is indeed... How to Create a Video Marketing Funnel to Improve ConversionThe top corporations and businesses... 7 Tips and Tricks to Creating a Powerful 2020 Holiday Marketing StrategyThe holiday season is... Explainify is an Animated Explainer Video Company that simplifies your messaging and drives audience action. educational content which is not overly promotional. Likewise, you could write a series of posts for your company publication on the top work computers for engineers or graphic designers. Creating meaningful and engaging content on a website or a blog is a highly powerful customer acquisition practice implemented by the vast majority of B2B businesses. The best advice is to be patient and consistent with the tried and true strategies listed below. With retention and loyalty strategy you are looking at customers you already have, so you know more about them. Based on average number of LinkedIn connections (approx. On the other hand, B2B companies also need to haul in a steady stream of fresh customers. ... B2B buyers have already gone through 12 searches in the Internet before first contact with the provider. How to Pitch the Value of Explainer Videos to Your Leadership Team. You Speaking is one of the most under-used but powerful customer acquisition techniques. You should be targeting individuals at the top of the funnel, middle, and bottom with different types of content. CUSTOMER ACQUISITION FRAMEWORK. Retargeted customers are three times more likely to click on an ad, while 26% of customers will return to a website after being retargeted. Learn more about Mailchimp's privacy practices here. She specializes in finding new clients for the company using digital means. B2B marketplaces are different, as they do not attract clients by simply focusing on cheaper services or products. Frankly speaking, for my own business, our best method for client acquisition is having high-quality content on our website & blog. In chapter 8 this whitepaper focuses on the “offer free services” strategy, which often drives engagement of possible leads. It’s not enough to assume your customer will retain the same attitude towards a product or service as when they first purchased. 5 Proven Customer Acquisition Strategies For B2C Startups For B2C startups, customer acquisition strategies are something that need to change, grow and evolve constantly. Time-wasting isn’t an option with itemid=””>B2B marketing. It’s several thousand words worth of information that’s relevant to our industry. Helping B2B Companies Grow Leads and Sales. ... and by what means the lead and new customer acquisition for your company is or was most efficient and which sales and marketing tools do achieve the most economical results. Each individual marketer will offer the seminar to their current customers, which will then broaden the exposure of everyone in the collaboration. As just one example, consider a detailed guide about voice-over-IP (VoIP) I wrote for my company’s blog. And for B2B businesses, finding new clients may be particularly difficult since you're usually targeting a smaller, niche customer pool. The Blueprint takes a look at strategies you can use to acquire a customer base. Brands are already using it for a range of reasons, from customer acquisition to raising brand awareness. For over 20 years, Michael has worked with micro-businesses to large corporates alike across Australia and Canada, developing and implementing business growth strategies and programs. To connect with small business owners, we contact them through their company’s Facebook page. A specialist digital agency helping Car Dealerships generate leads for their business. According to the Aberdeen Group, B2B buying cycles are getting longer. We can provide content production & marketing services for you, too: link. Customer acquisition is an approach where “the whole is greater than the sum of its parts.” By integrating every aspect of this customer acquisition framework, you’ll construct a program that best serves the non-linear buying behavior of your B2B buyers.Learn more about the customer acquisition framework. The post Case study in data-driven B2B customer acquisition marketing appeared first on Biznology. Blog Writing & Content Creation Our marketing team is responsible for the creation of the content on the DevriX website and social media profiles. Building relationships is essential if you want any of your B2B marketing strategies to be successful. Long-tail keywords are keyword phrases that are very specific to what your company sells. What landing pages do they visit? I show you that you can trust me. Thousands of projects have failed because they didn’t use the correct b2b itemid=””>customer acquisition strategy. It’s likely that fewer people will search using these precise phrases, but those who do use them, will be looking for exactly what you offer. Here’s our take on it: As a feedback collection software company, we use our own tool not only to run customer satisfaction questionnaires but also to qualify leads and move them down the funnel in a natural, unobtrusive manner. Customer acquisition is an approach where “the whole is greater than the sum of its parts.”. My one tip on how to win new clients for a B2B business is to make sure include as much information you can on your website about your service. This means not only will you get more traffic to your website, you’ll also have a higher conversion rate. On the contrary, to connect with larger companies, LinkedIn is a great platform to reach out to your potential customers. Respectively, if you notice leads visiting your pricing or product pages, you can start engaging your sales team. Partnerships like these are a great way to gain exposure. The guide is free and always available, and I don’t explicitly ask my readers within the text to please buy my product. The reason for this is that they don’t actually know how much they should be investing or how, so they end up spending money in the wrong area and not see any return. Calculate the Customer Acquisition Cost for each marketing strategy and compare – even if a strategy doesn’t generate as many conversions and customers as another marketing strategy you’re using, that doesn’t necessarily mean it’s not worth it; if the CAC is low, then it’s most likely worth continuing and looking for ways to improve your strategy (and your results in the process). C-level executives, VPs, and Directors across several B2B industries provided the following reasons why: Because more people are involved in making the buying decision in the B2B industry, it requires different customer acquisition techniques from the B2C. 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