Know your customers to plan the right B2B strategies
If you’re here you’re probably looking for ideas for planning effective, winning B2B business strategies that will enable you to expand your customer base and grow in your target market.
But do you know which clients to target? Do you know how they behave, what they need, and what their preferences are?
Maybe not, especially if you have never done or haven’t done amarket analysis for some time. Yet it is from this awareness that you should start if you want to devise winning strategies capable of attracting the best clientele.
“Okay, but how do I know which customer segments to target my energy to?” you’re probably wondering. Maybe not papal papal, but the concept is this.
The answer is this: through a report that allows you to know your target customers perfectly, select the best ones and contact them/adopt communication strategies to attract them.
Target customer reports for B2B strategies: what it is, what it is for, and what information it includes
Let’s start with the concept that to study profitable business strategies you should know precisely the people/businesses you want to reach.
So you should start with the Who (who to target) and then study the What (what to do to attract them), the How (how to communicate, the Where (where your customers read information about your business) and the When (when to publish content).
The Why you will already evaluate it when choosing the Chi, thus the market segment to target. It is up to you to assess why to choose that particular niche based on appropriate evaluations (and/or prior market research ).
But to choose the right market segment, a search of companies by ATECO code is no longer enough.
First of all, you should not focus on a single code, because other ATECO codes are likely to define a range of companies that are on target with yours. Second, in order to choose the best clients and draw up a profile, it is necessary to have additional information beyond this acronym.
Here is what information is useful for profiling your target clientele:
- Category of products/services
- Type of company
- Geographical area (city and region)
- ATECO Code (with description)
- Turnover class
- Risk Classes
- Sales trend and profit trend for the past 4 years
- Export activities
- Economic results
- Number of employees
- Contacts (including employees)
The interactive Market Company Detector report from Central Marketing Intelligence, our market research agency, returns exactly this information and allows you to get off to an advantage over your competitors.
Don’t believe it? Try the example report now (preferably from your computer – from your phone it’s navigable but let’s be honest: being full of interactive graphics it might be a bit slow… however, if you’re not reading from your PC, it’s okay too).
With the ability to use filters, you can select the characteristics you are most interested in, such as a certain revenue class, number of employees, geographic area etc., and choose the right ones to target for your B2B business strategies!
Read also: B2B communication strategies: why it is vital to start with Marketing Intelligence
Yes, but what is the purpose of the B2B report on target customers?
With the report you can get to know the most interesting customers and target your attentions only to them by, for example, using a specific Tone of Voice, publishing content that is interesting to them, optimizing LinkedIn, site, blog and social to appeal only to that specific market segment.
You then have the opportunity to also optimize ROI, improve the performance of your advertising campaigns and achieve your set business goals.
In short, the B2B market report, which we deliver within 48 hours of your request, allows you to channel your efforts and budget exclusively to the right companies. Without relying on chance, as you have probably done so far.
What can you do immediately with the data in the report? Working to acquire new customers.
Here are some ideas about that:
- Send out printed sales letters and your possible business magazine to companies you would like to acquire as customers.
- Leverage LinkedIn to contact companies individually.
- Invite your potential clients to free webinars or workshops.
- Asking third parties (such as your current most trusted customers) for information about certain companies.
- Request additional market research, either complete or consisting of other interactive market reports, to learn more about your target customers, your competition, your industry, and analyze your social and those of your competitors.
Read also: B2B digital marketing: devising successful online strategies from your customers’ needs
What about business strategies?
Now we get to those too!
B2B business strategies essential to get your company off the ground
Having ascertained that in order to study a business strategy you cannot disregard the study of your customers, here are what tactics you should definitely not overlook if you operate in B2B:
- Account Based Marketing (also known as key account marketing): basically everything we have been advising you throughout the article, which is to identify specific target companies (accounts) and tailor activities to attract people who play key roles in these companies.
- Omnichannel strategy (Omnichannel Marketing): you must be reachable everywhere, on any channel, at the same time.
- B2B content marketing. , a B2B communication strategy that aims to attract target audiences through the creation of valuable content on the website, company blog, and/or social networks. The goal is to build trust with target companies and turn them into customers.
- Email marketing, which is the use of e-mail to send messages (commercial and otherwise) to your current and potential customers.
- SEO for B2B: Optimizing your site for search engines means improving your online visibility, making you more and more known to your target clientele.
- Online advertising, particularly on Google, so you can advertise your company for strategic keywords.
Now you have valuable ideas for your B2B business strategy, but you lack the input: the report on your potential customers!
Receive it within 48 hours or contact us for a free consultation. We are here to help your business grow!
