siliconindia | | July 20219get more information from the prospect.You can say, "I will, but I want to be sure that I only send you relevant information. Could you please tell me _______?"This follow-up question opens the near-shut conversation to more exploration.Tread carefully and keenly listen to their answers as this will provide insight into the problems they have.If the prospect cuts you off by insisting that you email them the information, thank them, and send the info.3. AN INTERACTIVE WEBSITEYour website is most likely the first point of contact other businesses will have with your company.It's the best platform for a business to accurately and concisely talk about their solutions, share testimonials, and answer queries.Companies interested in B2B digital marketing must view their websites as their best salesperson yet and equip them accordingly.It works round the clock providing visitors with information encouraging them to engage further, and improving your revenue generation.If you haven't developed or optimized your website, it's time to do so or you'll continue missing out on leads that can be nurtured into sales.You can improve your website's appeal and online visibility by:· Optimizing specific keywords that revolve around what you do· Create a clutter-free layout that's optimized for mobile use· Include your client portfolio and testimonials (from influential people where possible)· Include location and contact information· Post useful content regularly (more on this below)· Guest post on other reputable sites · Include a live chat for prompt response to questions4. USE LINKEDIN FOR B2B MARKETINGMost companies operate social media accounts across multiple platforms, which are time-consuming and aimed at the wrong audience.For B2B marketing, narrow your focus to the business-centric and LinkedIn platform.Research shows that this professional network generates up to 277 percent more B2B leads than other social media accounts.Start identifying potential customers and connecting with them. Any content that you post will be visible to your connections, exposing your brand's services and products.You can invest in LinkedIn Premium to receive possible leads based on your company's specifications and send your prospects Sponsored InMails.LinkedIn offers businesses plenty of ways to generate business including:· Showcase Pages that allow you to target specific consumer segments to deliver targeted content to them.· Native Video feature to help improve your brand's authenticity and stream your services.· Lead Gen Forms that automatically fill in a potential lead's profile data when they click on your sponsored content ad. Once they submit the form, you'll receive their name, contact, job title, company name, and location.5. PRIORITIZE YOUR AUDIENCE'S INFORMATIONAL NEEDSSuccessful B2B content marketing prioritizes your customer's informational needs over your self-promotional messages.At any one time, prospective buyers are at different stages in the buying process.Content is only King if it helps the prospect feel like the information provided is about them and not you.At the awareness stage, buyers are searching for educational content such as social content, blog posts, ebooks, and video. This group isn't ready to buy yet, but the information supplied may convince them to take the plunge.At the evaluation stage, the prospect wants to know that you know your stuff. Live webinars and white papers help stamp your authority as an industry leader.Those who are in the purchase stage are looking for trial offers, demos, product info, and case studies. They are ready to buy but want proof that what you're selling will suit their business.CLOSING THOUGHTSWhile B2B marketing comes across as emotion-free, decision-makers are human, and emotions can influence their decisions. Especially if they see personal value in what you're selling.By researching prospects, making cold calls, updating your website, using social media, and using targeted content, your digital marketing efforts will yield returns.What digital marketing strategy works for your business? Let us know.
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