B2B marketing strategies? To best plan them, start with studying your target customers!
If you have a company that works with business clients, you will immediately want to devise a winning B2B marketing strategy so that you can outperform the competition and grow tremendously in your target market.
Instead, our advice is to start slowly and avoid starting off on a high note. Good tactics should be best studied with bothcompetitor analysis andmarket analysis of target customers, so that you know which competitors you need to measure yourself against and which potential customers you need to target.
Let us focus precisely on the customer base: the main advantage of B2B in this regard is that customers are companies, have a physical location, and tend to be matched with a specific address.
Ergo, we can know exactly who they are, what they do, what they want, and what results they get, without having to generalize (as opposed to private consumers who are more mobile and so this dynamism makes it more complicated to intercept them).
How to identify your B2B company’s target customers?
Let’s start with the fact that your client companies are static names; they have a location, an address, and a phone number. They also have a turnover that can be traced back to, employees, a risk class.
They also carry out different activities–which do not always coincide with the ATECO code.
How to trace all this information and identify the right clientele for your business?
At Central Marketing Intelligence, we use powerful software that allows us to identify your target customers and discover useful information for your B2B marketing strategy.
Thanks to the information we return to you (within 48 hours) in an interactive and personalized report, you can decide immediately which companies would be appropriate to contact and which, on the other hand, do not meet your needs!
Once you have chosen the companies, you have the opportunity to investigate further – again with one of our market research, if you will-so you understand what their interests, needs, and goals are…but also what they like and dislike Both of your B2B business and your competitors.
We help you find out what platforms your potential customers use, where they look for information, and what mode of communication they prefer.
The perfect framework for planning your marketing strategy.
Read also: How to do B2B marketing? Here’s what you need to start off with a bang!
Where do we start to find out all about your target customers?
As you may have read in the lines above, we at CMI specialize in the use of market analysis software that , by scanning and mining data from the Web, returns the information we need for our research.
What you will get after the analysis is an interactive market report (you can see an example and interact with it by clicking here: Market Company Detector ), full of charts and useful information about your potential customers.
Assume that your company already has a customer base.
By studying the data, we can identify other enterprises that have similar characteristics not only in terms of product categories but in size, turnover, geographic area, solvency level, and many other factors.
If once the only way to aggregate suppliers and brands to client companies was to search companies by ATECO code, today thanks to online data we can go much deeper.
For example, if the ATECO 2562 classification refers to general mechanical work, we can identify for you only companies that offer specific metal bending services or those who produce turned parts with automatic machine tools!
The benefit is huge: With interactive market reports you can be as precise as a laser and optimize your marketing and sales efforts on only the right companies.
Thanks to the Web, we can enrich this data with the names of key executives and more generally the real purchasing decision makers.
Having this information is critical to mapping your market and understanding how many potential businesses there are within a specific area.
How to apply B2B marketing to the list of potential client companies?
Imagine you after receiving the report of potential client companies.
You have taken a good look at every detail of the report (products/services covered, geographic region, revenue class, profit trend, and lots of other information) and chosen the companies to which to channel your marketing efforts.
Read also: How to acquire B2B customers by leveraging the web as a resource
What to do at this point?
Our advice is to delve into the details of individual companies with further market analysis so as to find out:
- How and where to communicate with your target customers
- what they love/what they don’t love
- The strategies your competitors use to acquire new customers and retain old ones
- what needs they have
- What are the trends and innovations in the industry
and lots of information that you can use to draft your business strategy and be sure to reach the right customers.
Regardless of further analysis, you can apply different tactics to propose your products/services; for example, you can:
- Using your Linkedin profile to contact businesses individually
- Send paper sales letters
- Send a house organ, i.e., your company magazine
- Invite companies to a free workshop or webinar
- Use those names to submit them to your pre-existing clients to ask if they know them and get referrals
The B2B business report is ideal for acquiring new customers, choosing the right ones and locating them.
Receive it in just 48 hours from your request and use it for your B2B marketing strategies! Click here: Market Company Detector.
