3 Ways to Increase B2B Online Leads and Sales
It’s established that online marketing has a significant impact on your business. However, if you’re like most distributors/manufacturers or coworking space providers today, clumsy e-commerce catalogues and other inactive web brochures are limiting your performance. However, in order to generate leads and sales, you need to take your online marketing efforts to the next level.
Here are five tried-and-true methods to help you achieve the same level of success.
1. Assist B2B customers find you
In the marketplace, there is a massive generational transition taking place. This younger, more technologically savvy generation is transforming B2B sales, making your online presence more vital than ever before. Today, the client discovers the provider in 80% of B2B transactions, not the other way around.
Use search engine marketing and social media marketing to help this new client base find you. Search engine marketing tries to boost your website’s visibility in major search engines’ search results, such as Google’s, in order to attract potential clients to your site.
Search marketing is vital since, according to studies, over 80% of customers start their online product and service research using a search engine. Effective search engine marketing starts with a detailed study of the most common keyword phrases used by your clients. To help your website be found for those searches, use a combination of search engine optimization (SEO) and pay-per-click advertising (PPC).
Utilising social networking websites (e.g., LinkedIn, Twitter, Facebook, etc.) to distribute relevant and entertaining material to your network of connections is known as social media marketing. The goal of most social media marketing strategies is to provide fascinating material that grabs the attention of your readers and motivates them to share it with their friends. This strategy, in my opinion, is the new type of public relations.
2. Send out a ‘Call to Action’
The importance of e-commerce in the online experience cannot be overstated. For example, you could be the owner or manager of a coworking space. You’ll need a secure location to hold packages until your members can pick them up. While many package management solutions are marketed towards residential properties, others are ideal for coworking spaces. Software providers such as Andcards provide the best solutions and simplify this whole process. This means, choosing the right service(s) for the right individual(s). However, attracting first-time consumers typically necessitates going above and beyond, especially if you sell a sophisticated product that necessitates a sales dialogue.
You must put a ‘call to action’ on your website to maximise its sales potential. According to studies, just 10% of visitors to your website have the intention of making a purchase. The remaining 90% are kicking tyres, conducting research, or visiting your website for another reason. To get the other 90% to contact you, you must give calls to action that relate to the needs of prospects at different stages of the buying cycle.
A call to action on your website is basically a relevant offer that is shown in an appealing way.
Great B2B offerings have a number of qualities. First, the call to action has a high perceived value, making it very attractive. It’s something customers care about and want to do right now. After that, it’s all yours. It’s something they can’t get from any other website or business. It also has something to do with the value of what you’re trying to sell. The offer should be simple to reply to and should not entail many processes. Finally, it reduces the risk or responsibility of doing business with you if at all possible. People will be more likely to take advantage of your offer if you can offer a guarantee or some other kind of assurance.
3. Make your B2B email marketing strategy more effective.
Because most organisations utilise email marketing as a prospecting tool rather than a nurturing tool, it has a negative reputation. Only send marketing emails to people who have given you clear permission to communicate with them. To do so, you’ll need to ask prospects and customers to subscribe on a regular basis. Visitors to your website, as well as those who visit your branch location, should be asked to sign up for your important email communications.
How do you ensure that your emails are useful? To begin, develop a weekly or monthly educational email newsletter with informative, “how to” content. Educational articles can assist your consumers in being more productive and profitable. Furthermore, you should supplement your email newsletter with highly targeted incentives based on previous sales in order to cross-sell products and engage that client even more deeply within your product range.
Customers prefer to hear from people rather than organisations. Personalise emails from the sales agent with whom each customer usually transacts so that they appear more familiar and “human” in the inbox. Most email campaign management tools can help you do this, and it will increase the likelihood of your customers opening and reading your emails.