Nibletz Staff
For anyone just moving into it, business to business services (or B2B) can seem like a whole new world compared to dealing with consumers alone. The customer base is different; the customer knowledge is different. They tend to buy more in bulk or higher quantities. They also tend to stick with one service if they prove reliable. So, how do you get more of those incredibly valuable customers? We’ll be looking at that in the points below.
Your marketing
One of the biggest differences in dealing with B2B customers is the way that you need to market to them. For one, you need to find them on the social media networks they use. Whether it’s linked in or industry specific forums. You also need to alter your content in a big way. These are professional people with a professional investment in what they do. They’re likely to have a lot more knowledge on what they’re buying than the average consumer. Don’t be afraid to get into jargon when you’re in communication. If you have unique selling points that the average consumer might not understand, now’s the time to share them.
Finding leads
We’ve already mentioned the networks you can use to market to these customers. They also make a great way to generate leads. Whether it’s leaving comments on content or getting directly in touch with them. Be clear in why you’re communicating and what you have to offer to them. You need to demonstrate your value immediately. There are also quicker ways to build up these leads you can cultivate. For example, buying B2B leads, email lists and mailing lists at Lead Roster and similar sites. You can also build it through the networking connections you make as well. Those in your industry or related ones may have their own well cultivated leads. Getting into referral based partnerships with them can drastically improve your potential customer base.
Building your name
As we’ve already stressed, the average B2B customer knows a lot more about marketing and what they want than the average B2C customer. Not only in what a good service or product involves, but a good company. That’s why you need to be actively strengthening your brand in any way you can. Developing top notch content that demonstrates your knowledge. Putting credence into your name by offering consulting to other businesses as well as your usual services. Take any and every opportunity you can to demonstrate your knowledge. Sometimes you might even do it for free. Anything that makes it easier for a business to decide that you do have what it takes to help them.
The keys of dealing with B2B customers is knowing how to find them and how to communicate to them. A lot of their data is easily accessible, if you’re willing to pay or work for it. They also need a different kind of sell. They know how to spot authority, so you can’t be afraid to use your jargon and make your brand really shine.
