21 Customer Acquisition Strategies to Win New Customers. B2B marketing and business growth veterans, Nancy Koors and Kevin Gold co-developed the Customer Acquisition Framework to help B2B companies develop and implement an acquisition marketing and growth program. My Go-To tips to win new clients for our B2B business are: Implement various lead generation activities for an effective sales funnel process. Even the basic purchasing models for the two types are totally different. So what does this hallowed B2B Prospect Community look like? You can also use social media to build a community focused specifically on the experiences of your own customers. Instead, show clients that you’re trustworthy and knowledgeable. Historically, B2B companies have not rushed to adopt new technologies promising to reshape their approaches to sales, marketing, and customer experience. It’s several thousand words worth of information that’s relevant to our industry. These ‘shoulder businesses’ often get asked by customers for recommendations and because you’re not a direct competitor, your partners will be happy to recommend you, it’s a win-win for everyone involved. But, the days when a salesperson was in charge of the buying process are long gone. Interact and talk to your current and past customers on a regular basis. ... B2B buyers have already gone through 12 searches in the Internet before first contact with the provider. There are several ways you can upgrade your SEO so that customers can find your site more easily. Is it blog content, comparison to competition pages, or pricing? We’re a marketing agency that focuses only on the Chinese market. Find out what keywords your potential B2B customers are searching for on search engines and use Search Engine Optimisation (SEO) to target them. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. This would be for a 1-hour paid phone consult. B2B customer acquisition can leave many inexperienced marketers scratching their heads. B2B digital marketing strategy differs from the strategy adoptedbyB2Cdigitalmarketing,primarily,intermsoffocus and approach. My top tip for winning new clients is finding the right inbound marketing strategy for your B2B company. That’s the power of having the right customer acquisition strategy, and it works the same way for B2B organizations as it does with consumer-focused companies. or encourage them to subscribe to your newsletter. Time-wasting isn’t an option with itemid=””>B2B marketing. By creating that in-depth document, I demonstrate that my company is knowledgeable about phone system specifics. By clicking below to subscribe, you acknowledge that your information will be transferred to Mailchimp for processing. Acquiring new customers requires companies to persuade qualified leads to purchase their products or services. There are a few ideas that have proven to be effective and we’ve outlined 3 strategies below help you acquire the customers you need to grow your business this year. Marketers need to understand that the process of acquiring users and customers gets harder and more expensive as your customer … Anna focuses on writing content that helps marketers and user researchers excel in user feedback, survey design, and customer experience. When Is The Right Time for an Explainer Video? The way Google and other search engines rank website continues to change and is becoming increasingly sophisticated. ... and by what means the lead and new customer acquisition for your company is or was most efficient and which sales and marketing tools do achieve the most economical results. B2B Customer Acquisition & Growth Strategy Consultant. The core of an efficient customer acquisition strategy regardless of its industry, nature, and type of business is its contact/customer/marketing database. Creating meaningful and engaging content on a website or a blog is a highly powerful customer acquisition practice implemented by the vast majority of B2B businesses. You may be tempted to try trendy fads as strategies in an effort to expand your client base, but that usually ends up being a waste of time. Depending on the size of the company you are approaching, look out for the CEO who runs the business, directors who have high authority in the company or even procurement managers who are in charge of buying or engaging your product or service. A former Uber driver, Brett now is the CEO of Ridester (visited by over 650,000 visitors/month), and he has recently set up Gig Worker to help Americans be financially strong through side hustles and gigs. My tip for B2B businesses is not to neglect longer-term marketing strategies like SEO. We provide 12 customer acquisition tactics to help you grow your store’s traffic and improve your conversion rate. This means not only will you get more traffic to your website, you’ll also have a higher conversion rate. I can’t tell you the number of B2B sites I see that have barely any information on them about the products and services they offer let alone prices. As the lead writer on the VirtualPBX marketing team, I craft all manner of written works that support the company's business phone system. Ovation Sales Group found the average sales person prospects 6.25 hours to set one appointment and only 6% of these (as an average across industries) will convert to deals. Stephanie Reed, marketing executive at Purple Frog, examines why the customer acquisition cost is your key to B2B success and how you can improve it. 80% of B2B marketing leads from social media come through LinkedIn. educational content which is not overly promotional. Follow me on … Nicolas is an SEO Associate at Fundera, a marketplace for small business financial solutions, who has worked on customer acquisition for multiple B2B firms. Contact us to start your Inbound Marketing Retainer now. #AsiaeCommerceAwards highlight: DataSunday's strategy to acquiring B2B customers in SEA ... DataSunday and TradeMonday embarked on the “Southeast Asia Digital Customer Acquisition … Knowing your own strengths and weaknesses as a business is key when it comes to wooing prospects in the B2B industries and trying to win new customers. Each individual marketer will offer the seminar to their current customers, which will then broaden the exposure of everyone in the collaboration. Jonathan Gorham is the Founder of Engine Scout Digital Marketing, a boutique marketing agency specializing in B2B digital growth strategies. For instance, if your leads are visiting blog pages via organic search and had no previous interaction with your site, you might ask them in a website survey: What information are you looking for? Both B2C and B2B businesses are ready to go the extra mile to foster closer relationships with their customers and win over their loyalty. B2B Customer Acquisition Strategy You may be tempted to try trendy fads as strategies in an effort to expand your client base , but that usually ends up being a waste of time. If you want to grow your business, you’ve got to grow your customer base. With more and more people are actively using the internet nowadays (and how the number is still increasing), it’s fairly obvious that we should focus our marketing efforts online so we can effectively connect and engage with our target audience. Our number one tip to get great, non-expensive leads for new users to your B2B business! DevriX was founded as a WordPress development company in 2010 by Mario Peshev as the next step of his freelancing career. When we started out we had to do all the digging, researching, testing to make our business a success. The rise of new marketing tools and methods, video contents and podcasts have reached a whole new level. The post Case study in data-driven B2B customer acquisition marketing appeared first on Biznology. What works for consumer-driven marketing campaigns might not always work in the B2B industry. Of course, selling was never easy. “The #1 factor of successful customer acquisition is…” Lifetime value (LTV). Nowadays, he helps SMEs save money on their payment processing costs. When writing advice about B2B customer acquisition in Germany, it is crucial to at least mention the European General Data Protection Regulation (GDPR) laws. If you’re looking for a good company to partner with (especially one that can help you with your exposure), we’d love to talk! It certainly would be nice for new customers to simply stumble upon your website and make a quick decision to buy, but we all know that’s a fairy tale. Tony DeGennaro is the Director of Marketing and Business Development at Dragon Social. We are looking for experienced B2B business developers for new customer acquisition for long term cooperation. With retention and loyalty strategy you are looking at customers you already have, so you know more about them. Strategy … In order to win new clients, you need to know all of their information beforehand. The majority of B2B are overspending when it comes to acquiring new customers. Usually, the personnel with a higher position in the company will be managing the Facebook page because as a small business, they do not have a dedicated social media team to manage it. Hence, at this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing i.e. APRIL 24, 2015. People already aware of your product or service, and intrigued, are solidly in the middle of your funnel, and need something like a case study which convinces them of its efficacy. Engaging content works every time. Google’s Two-Click Penalty for Publishers Explained, 6 Ways to Benefit from Personalized Marketing, How to Create an Effective FAQ Page for a SaaS Product, Project Management Tips: How to Run a Development Team. Start connecting the dots in your advertising strategy for superior customer acquisition. You can learn a lot about how you should pitch your services to specific lead segments from a whole array of tools – Google Analytics data, session recordings, heatmaps, and CRM and chat communication history, to name a few. Customer acquisition isn’t easy, but a strong acquisition strategy can continually bring in new customers every week. You should be targeting individuals at the top of the funnel, middle, and bottom with different types of content. Content Marketing For Lead Generation (Blog posts, Infographics, Podcasts, Email Marketing ( The right kind of marketing using relevant content), Social Media Marketing (Promoting relevant and valuable content). That’s why you need tried-and-tested B2B marketing strategies to ensure you’re on the right track. So, let’s go through the strategies one by one without wasting any more time. Customer acquisition is an approach where “the whole is greater than the sum of its parts.” By integrating every aspect of this customer acquisition framework, you’ll construct a program that best serves the non-linear buying behavior of your B2B buyers.Learn more about the customer acquisition framework. It goes without saying that differentiating yourself from your competitors is essential when it comes to convincing potential customers to choose your brand over others. let’s get into it-SaaS Customer Funnel. What works for consumer-driven marketing campaigns might not always work in the B2B industry. Shawn Lim is the founder of Singapore Forklifts. Reach out to ‘Shoulder Businesses’ related to your business but not a direct competitor and set up a referral system. Facebook can cost-effectively generate highly targeted website traffic, awareness of your product or service and even deliver high-quality leads. Why Video is So Important for Taking Your Business to the Next Level, How Animated Explainer Videos Can Boost Email Open Rates, 4 Tips for Marketing Success Using Video During the 2020 Holidays, How to Create a Video Marketing Funnel to Improve Conversion, 7 Tips and Tricks to Creating a Powerful 2020 Holiday Marketing Strategy. Likewise, you could write a series of posts for your company publication on the top work computers for engineers or graphic designers. We live in a world where connections matter. ... Having a solid customer acquisition strategy is an essential component for any business. But time is still wasted, and billions of dollars have been lost as a result. We run a freight forwarding company that do mainly B2B businesses. Partnerships like these are a great way to gain exposure. Then I make my product available through accessible menus and other links on my company’s website. As B2B marketers have known for the longest time, the industry doesn’t play by the rules that the B2C sector does. On the contrary, to connect with larger companies, LinkedIn is a great platform to reach out to your potential customers. Content-Strategy. By monitoring and responding to what consumers say about competitors, you can improve your company’s image, refine your own product/service, and provide one that better fits the needs of potential clients. Marketers need to understand that the process of acquiring users and customers gets harder and more expensive as your customer … It’s no secret: Selling to B2B customers is hard. The reason for this is that they don’t actually know how much they should be investing or how, so they end up spending money in the wrong area and not see any return. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. The difference between SaaS customer funnel and other funnels is that- in SaaS, leads are pushed gently. The best advice is to be patient and consistent with the tried and true strategies listed below. Many businesses do an amazing job of explaining what they do but fail when it comes to showing how they can help. People naturally go online to talk about their shopping experiences; they share it all—the good, bad, and the ugly. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. Here’s our take on it: As a feedback collection software company, we use our own tool not only to run customer satisfaction questionnaires but also to qualify leads and move them down the funnel in a natural, unobtrusive manner. Pre-sales surveys – but only if they’re personalized and inclusive of all types of site visitors. Learn more about Mailchimp's privacy practices here. These connections don’t have to be made solely online; they’re just as effective offline as well. That’s something you probably already know. Because B2C and B2B customers are different in so many ways, B2B companies usually treat their enterprise clients with greater moderation and reserve compared to how they approach retail buyers. We share 3 proven B2B sales strategies that we’ve used to convert more leads into sales and share the exact process we used to do it. Blog Writing & Content Creation Our marketing team is responsible for the creation of the content on the DevriX website and social media profiles. It’s not cost-effective. Aligning your customer acquisition strategy in uncertain times like this can take many ways, which include the following: 1. The B2B environment has also evolved to be mostly online, and this is where B2B digital marketing comes in. One of our main strategies to acquire new customers is actually by our existing ones, as almost anyone working in a SaaS would know someone else in another company. Content marketing takes careful study of your customer avatar, putting time and energy into developing quality content, and then even more time and energy into promoting that content so that it reaches your ideal audience. Anna is a Content Specialist at Survicate and has years of experience in content strategy, UX writing, and product management. We can provide content production & marketing services for you, too: link. The first step to align your customer acquisition strategy in times like this is to re-evaluate your business goals. To connect with small business owners, we contact them through their company’s Facebook page. Customer acquisition is an approach where “the whole is greater than the sum of its parts.”. The best advice is to be patient and consistent with the tried and true strategies listed below. Ben Jorgensen Klick Push been in business for 2 years, raised $500k to date, completed a Forbe’s Top Ten Accelerator Program (Tech Wildcatters) and won best-emerging ad technology for Ad:tech NYC 2014. Hamna Amjad is a Community Manager at Ridester, which gets 0.65 million visitors per month. As just one example, consider a detailed guide about voice-over-IP (VoIP) I wrote for my company’s blog. Building 7-Figure Companies With SEO. Biznology. Long-tail keywords are keyword phrases that are very specific to what your company sells. Show your potential clients how can you help them in the following ways. Developing strategic partnerships is absolutely vital if you want to employ the most effective B2B marketing strategies and reach more people. “. Retargeted customers are three times more likely to click on an ad, while 26% of customers will return to a website after being retargeted. Inbound customers are often higher-intent and require less hours to close because they’ve done their research and are seeking your offerings out. Brands are already using it for a range of reasons, from customer acquisition to raising brand awareness. Adapting to German privacy laws: keeping GDPR in mind. How to Pitch the Value of Explainer Videos to Your Leadership Team. For potential business customers, a developed video or content strategy on the industry and products or services you offer could draw great prospects to your website. Reach out directly to the person who can make the final decision. Our approach starts with crafting a data strategy and operationalizing it,” says Sechrist. Of course, all of this must be followed up by top notch customer service! Presenting your business as an expert in your space and offering a special discount or conversion funnel for the content you create will help you to acquire valuable customers through channels like YouTube or Google. Leveraging referral traffic to increase b2b customer acquisition: Referrals increase the value of your domain, as it relates to Google and Bing That’s why startups and other companies that have yet to establish their brand prioritize acquisition. Audiences have become more fragmented and without unified advertising and marketing, you're wasting time and money trying to attract, engage and convert your target audience. Typical SEO, social media and all the other regular stuff from the book has almost never been the driver of growth. Additionally, I’ve noticed that leads from organic search are typically higher quality than leads from sources like business directories. Building relationships is essential if you want any of your B2B marketing strategies to be successful. User Acquisition For B2B. In chapter 8 this whitepaper focuses on the “offer free services” strategy, which often drives engagement of possible leads. Before customers make a purchasing decision, companies must go to where the customers are and actively engage with them. Calculate the Customer Acquisition Cost for each marketing strategy and compare – even if a strategy doesn’t generate as many conversions and customers as another marketing strategy you’re using, that doesn’t necessarily mean it’s not worth it; if the CAC is low, then it’s most likely worth continuing and looking for ways to improve your strategy (and your results in the process). B2B Data Partners is focused at ensuring that every customer reaches and goes beyond his goals, and help you design a completely integrated direct response marketing strategy to spread your customer base. We run a logistics company renting and selling forklifts. Re-evaluate your business goals. All in all, if you run on-site surveys, you should make sure you do not pitch your product too early in the buyer’s journey. It’s natural, then, that these companies decide they’re going to ‘do’ relationship marketing, that’s seen as a customer retention strategy. B2B Customer Acquisition & Growth Strategy Consultant. 82% of B2B companies believe their current database strategy requires a lot of improvement while for 59% maintaining high data quality is a … C-level executives, VPs, and Directors across several B2B industries provided the following reasons why: Because more people are involved in making the buying decision in the B2B industry, it requires different customer acquisition techniques from the B2C. It’s a subtle way to develop brand awareness and make sure you’re not selling your products to a lead who’s not even aware of what you offer (at least, yet). 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