B2B customers? Here is the solution to find the right ones for you!
If you are wondering how to acquire B2B customers, chances are you have not yet evaluated the Web as a source of all the information you need.
Maybe you think that the Internet in your industry doesn’t work and that your customers don’t go to Google for advice regarding suppliers, products to distribute, and everything else related to their business.
In fact, your client companies’ decisions increasingly start online!
If you really want to know where and how to find new B2B customers, we have the answer for you. The where is on the web, the how we explain step by step over the next few lines!
Why should you start with web analytics to find new B2B customers?
Where are you reading this article? From the phone, computer or tablet. And you found it by searching Google for information on how to acquire B2B customers.
That’s it, your potential customers also think the same way! When they look for the best suppliers, they no longer rely on word of mouth to figure out which products to offer consumers, they do not decide based on hunches.
They search the Web, just like you.
More than 54 percent of companies’ decision making occurs online and before they have even met with a salesperson.
They usually start by searching for general information about solutions to their problems and needs. Then they start comparing different solutions to get an idea of the pros and cons of each.
They then identify 2 or 3 companies to ask for a targeted quote from: those companies they had a better impression of, those that communicate better and convey more reliability online.
Therefore, to attract new customers you need to implement a communication strategy on the Web, get found before other competitors, and be able to be in the right moment with the right content based on the decision-making moment a potential customer is in.
How to do it? With online market analysis! Not the usual surveys that are based on interviews and polls, but research based on what people (in this case, your target customers) are looking for on the Internet, so that you hit the mark right away.
Read also: Searching for companies by ATECO code: an essential tool for your B2B strategy
B2B market analysis: here’s where to start to find new customers
Central Marketing Intelligence’s signature B2B market research allows you to intercept potential customers at the exact moment they are looking for information and where they begin to form their views.
How? Mining data from the web, an inexhaustible source of useful information, and using it to devise successful marketing strategies!
More specifically, here is what you can find out about your target market through online Big data analysis:
- what information exactly your customers are looking for, how many people are looking for it every month, and then figure out what the market demand is potentially worth,
- The level of awareness of your market,
- How many searches are related to a specific brand,
- what your competitors are, what target customers they target, and what strategies they use to attract them,
- which are the best potential customers based on revenue and profit trends, risk classes, employee range, and many other factors…
and many, many other pieces of information, which you can use to attract and acquire more business customers (aspiring to the best) and to grow in your market, outperforming the competition.
This is not the end of the story.
Thanks to market research from online big data, you can understand the seasonality of searches and compensate for declining volumes in a certain specific for example with ad hoc advertising campaigns, organizing launches, events or through targeted actions on social.
Read also: B2B market analysis: 5 reasons why you shouldn’t do without it
How to find B2B customers? With market research that makes you communicate in the right way, reaching the right companies (people)
To reach the right customers and find new ones, you need to communicate to the right target audience, with the right message and submit the right offer.
We have good news for you: market research that mines, analyzes and processes Big data online-a method new to Italy, which we at CMI use after investigating how people work abroad! – help us to:
- Accurately identify the companies most closely matching your target audience
- study their customer journey
- knowing what to communicate and when
- Use the correct tone of voice to capture their attention (and hold it until the moment of choice)
If you operate in B2B (but also if you operate in B2C), knowing your potential customers thoroughly helps you communicate with them in the right channels and with the right tone, providing them with useful information and establishing an excellent relationship of trust, which is essential for them to decide to deal with your brand or choose you as a supplier.
Want more information about B2B market surveys?
For you we have comprehensive market research, interactive reports of your prospects or a training course called Academy CMI.
Feel free to ask for a free consultation to find out which solution is right for you! We are here to help your business grow.
