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. 78% agreed that they “spend more time researching purchases.”, 75% agreed that they “use more sources to research and evaluate purchases.”. Likewise, you could write a series of posts for your company publication on the top work computers for engineers or graphic designers. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. 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. 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. A specialist digital agency helping Car Dealerships generate leads for their business. 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! You should be targeting individuals at the top of the funnel, middle, and bottom with different types of content. Long-tail keywords are keyword phrases that are very specific to what your company sells. The first step to align your customer acquisition strategy in times like this is to re-evaluate your business goals. This pressures the sales department to impress the customer, and it pressures the customer into taking a chance with a business it might not fully know. For example, a B2B customer will search for leasing of forklift as compared to a B2C customer who will most likely search for where to take forklift classes instead. When people ask me how to evaluate the ROI of their marketing campaigns, I tell them to start with their customer acquisition cost (CAC). It's his mission ever since to provide a solution to this problem. Learn more about Mailchimp's privacy practices here. Pre-sales surveys – but only if they’re personalized and inclusive of all types of site visitors. That’s something you probably already know. This would be for a 1-hour paid phone consult. You could even take it a step further by offering 10% referral fees to really get the ball moving with your new partnerships. It simply turns the sales equation upside down. Get introduced to new people through referrals or common connections. The big advantage is that our customers are even happy to make an introduction – this way the lead is not just cold, but it’s a warm introduction that you can work your way along. Building 7-Figure Companies With SEO. B2B customer acquisition can leave many inexperienced marketers scratching their heads. Share useful content such as blog posts, videos, and infographics that can add value and is relevant to your potential clients. You must present the information as quickly and concisely as possible. In order to reach out to new potential clients effectively, we spend a substantial amount of effort to brainstorm creative ways to clinch these deals. According to a Hubspot study: 51% of B2B marketers prioritize creating visual assets as … In this piece on customer complaints, the post received 46 likes and 15 shares. 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. Why You Need a Better B2B Customer Acquisition Strategy. The B2B acquisition process can be both very delicate and very straight forward. 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. For example, if you’re Best Buy and are trying to sell more work computers to businesses, you could release a video series where you review the top computers of 2019 for different functions. This is due to…, Marketing funnels and customer journeys are two of the oft-used business marketing and sales terms that a lot of people claim to understand, but how…, Your email address will not be published. The Blueprint takes a look at strategies you can use to acquire a customer base. It’s likely that fewer people will search using these precise phrases, but those who do use them, will be looking for exactly what you offer. Why is Agile Acquisition So Powerful? In order to win new clients, you need to know all of their information beforehand. You can find everyone there you want to do business with. Be guided by your own feelings on the matter, and don’t be afraid to test your follow-up process to see if more or fewer emails work better as part of your customer acquisition strategy. You A customer acquisition strategy defines the best mix of media and engagement tools (lead generation and product offers) to gain new customers through targeting them and reaching them through online and offline customer journeys. It’s several thousand words worth of information that’s relevant to our industry. Hamna Amjad is a Community Manager at Ridester, which gets 0.65 million visitors per month. Martin Watts is the CEO and Founder of 8Cats Automotive. When writing advice about B2B customer acquisition in Germany, it is crucial to at least mention the European General Data Protection Regulation (GDPR) laws. He is a graduate of the Nanyang Technological University of Singapore but chose to venture into doing B2B businesses because of his digital marketing skills. B2B Data Partners offers unique services and capabilities designed in order to understand the current business scenario. The job is phone and web based and can be done from anywhere. And,…, While many businesses are focused on SEO, SMM, and other forms of conversion rate optimization, email marketing can be easily overlooked. Finally, if you have prospects at the bottom of the sales funnel and ready to pull the trigger, strong sales copy and incentivized offers can often do the trick to convert into a paying customer. Helping B2B Companies Grow Leads and Sales. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. Improving customer engagement through digital tools is an integral part of a customer-centric strategy for B2B companies. The core of an efficient customer acquisition strategy regardless of its industry, nature, and type of business is its contact/customer/marketing database. Chloe Brittain is the owner of Opal Transcription Services, an audio transcription company serving businesses and professionals in the U.S. and Canada. With our current global economy, it’s impossible for a business to thrive in isolation. Additionally, I’ve noticed that leads from organic search are typically higher quality than leads from sources like business directories. Frankly speaking, for my own business, our best method for client acquisition is having high-quality content on our website & blog. Before customers make a purchasing decision, companies must go to where the customers are and actively engage with them. Your first step is learning how to get more customers to grow your business - at a cost you can afford. For example: Let’s say you run an Accounting firm helping businesses manage their books and you’re looking for more customers. At times, it can feel almost impossible. 80% of B2B marketing leads from social media come through LinkedIn. Hence, at this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing i.e. Don’t sell. According to the Aberdeen Group, B2B buying cycles are getting longer. On the other hand, B2B companies also need to haul in a steady stream of fresh customers. And for B2B businesses, finding new clients may be particularly difficult since you're usually targeting a smaller, niche customer pool. 21 Customer Acquisition Strategies to Win New Customers. 77% agreed that they conduct a more detailed ROI analysis before making a purchase decision. My top tip for winning new clients is finding the right inbound marketing strategy for your B2B company. In her free time, she enjoys learning languages, singing, and traveling across Europe and beyond. 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. Show your potential clients how can you help them in the following ways. You’ve likely seen many different examples of this online. 82% of B2B companies believe their current database strategy requires a lot of improvement while for 59% maintaining high data quality is a … It’s natural, then, that these companies decide they’re going to ‘do’ relationship marketing, that’s seen as a customer retention strategy. “The #1 factor of successful customer acquisition is…” Lifetime value (LTV). For information about our privacy practices, please review DevriX Privacy and Cookie Policy. However, there are a number of ways you may be able to attract new B2B customers, using both traditional and new digital strategies. Developing strategic partnerships is absolutely vital if you want to employ the most effective B2B marketing strategies and reach more people. Make a point of networking at local and regional events in addition to finding connections online. Has held a number of senior roles including more recently UK CMO at Dell for 5 years; EMEA Marketing Lead at Microsoft, EMEA BU Unit Director at Acer and other roles prior to that at Toshiba, Dell, and Philips. The content he creates covers CRM, customer service, data management and strategy - all related to his experience. 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. 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. We use Mailchimp as our marketing platform. Now I get engagement because my customer acquisition strategy has a defined target market and I can create strategies that resonate with the customers I want. Come with different ideas, possibly outside of your company’s expertise, that will help your clients to solve their issues and grow their business. Final Thoughts on Cold Email Marketing for Customer Acquisition. Follow me on … 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. 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. The customer acquisition strategy zeros in on the first and second stages of the customer lifecycle, to ultimately drive a purchase. Now, no one is saying content marketing is a fast game – far from it. For over 20 years, Michael has worked with micro-businesses to large corporates alike across Australia and Canada, developing and implementing business growth strategies and programs. Providing an online community is a great way to engage consumers, build on that relationship, and increase brand loyalty. Majority of our customers are B2B and we get leads online from investing in SEO on our website. 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. Another important SEO strategy to implement, is the use of long-tail keywords. Typical SEO, social media and all the other regular stuff from the book has almost never been the driver of growth. 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? 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. 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