この投稿では、B2Bスタートアップのマーケティングを行う方法について説明します
Marketing for B2B businesses frequently appears constrained and less “fun” compared to wacky ad campaigns for B2C. While it is more “serious” in most circumstances, it is not restricted in any way. It’s simply a different type of game.
The B2B audience is smaller and more easily segmented. As a consequence, B2B marketers may develop a highly focused message and expect significantly higher campaign conversion rates.
Furthermore, the importance of the solutions offered in the B2B business makes customers more demanding and comprehensive, not just of you but also of your competitors.
You’ll have a major advantage in the game if you can differentiate yourself in the area that matters most to your clients.
Inbound and outbound leads are the two primary types of leads. Every marketer wants inbound leads since they occur when a consumer approaches you and is generally in the contemplation or buy stage of the funnel.
This sort of marketing necessitates a significant expenditure in the early phases of the buyer’s journey in order to raise awareness among potential buyers who are unfamiliar with your products.
This is a typical strategy for niche markets, where there are a limited number of potential clients who must be fostered individually.
B2B企業のインバウンドとアウトバウンドの両方のリードを引き付けるためのいくつかの戦略を実行します。
How To Do Marketing For B2B Startups?
Step 1: Identify Your Ideal Consumer
You should know who you’re talking to before you write a message. Set up a whiteboard in a conference room and discuss everything that makes a successful customer (good being defined as high LTV, high margin, and fast sales cycle).
Then, zoom in on the customer’s demographic profile.
Is she a businesswoman or a techie? What age group do they belong to? What type of schooling did they get? What is their job title, and what function do they play in the decision-making process?
This is a process that will continue to improve, but the more you know from the start, the better you will be able to target them.
If you’re targeting CEOs, you can get this information on LinkedIn, their business sites, CrunchBase, and, of course, your sales team if they’ve previously spoken with customers.
You may wind up having many profiles, such as the target user and the decision maker.
Step 2: Determine Which Channels Are Appropriate
After you’ve created a basic profile of your ターゲット消費者, you’ll need to figure out how they prefer to learn about items and services similar to yours.
For example, people may spend some time on Facebook every day, but if they want to save this time for family and friends, using it for business purposes may not be the best choice.
“Where did you get information about similar products up to now?” “How often do you Google similar solutions?” “What are the top brands in that area that come to mind, and when was the last time they came across your way?” “Which events do you attend?” “What are the top brands in that area that come to mind, and where was the last time they came across your way?” “Do you read any periodicals or blogs?” and so on.
They may be found on LinkedIn, through your network, and at industry events such as conferences and trade shows.
If you require knowledge of their firms’ technology without speaking to them, there are various tools available. Clearbit and BuiltWith, for example, may assist you in compiling a list of organizations that utilize Intercom or Stripe, among other services.
Step 3: Alternate Between Short-term Outward and Long-term Inbound Activities
Outbound communication is typically quicker and easier, but it is also more intrusive and has lower コンバージョン率. Because inbound marketing takes time to develop, you must be committed to seeing results.
スタートアップの存在の各段階で、アウトバウンドとインバウンドの両方のアクティビティの組み合わせのバランスをとる必要があります。アウトバウンドから始めて結果を速くし、時間の経過とともにインバウンド部分を徐々に増やしていきます。
About Outbound Processes
Now that you know who is on the other side of the screen, you must decide what to say to them. Put yourself in your customers’ shoes. What is the most significant benefit they receive from your product?
Why would people want to alter their present routine to incorporate your solution into their lives? Create an email for each of the two or three primary messages.
これは A / Bテスト for you. The best-performing emails are brief, identifying a reader’s problem issue fast, giving a solution, and providing some proof that the solution works.
これらはすべてモバイルフレンドリーであり、「来週の水曜日に電話をかけましょう」や「20分間のウェビナーに登録して[あなたの製品]が[彼らの会社]にどのように役立つかを確認するなど、明確な行動を促すフレーズが必要です。 」 パーソナライズにより、特に電子メールの件名で、開封率とクリック率が向上します。
The list of prospects to call is the next item you’ll need. This is where the majority of startups get stuck.
There are several email lists available for purchase. However, these lists typically include low-quality data that requires cleansing.
Another option is to create your own list. You may acquire the information from LinkedIn and add contact and corporate information to it.
Dux-Soup (collects LinkedIn profiles based on a filtered search), Voilà Norbert (finds business emails if you know the entire name and the firm domain), and LeadIQ are other applications that can aid with this procedure (captures leads and enhances their profile at the same time).
After you’ve compiled a list of leads, submit it to a mail delivery and automation platform like ContactPigeon and begin testing the copies you’ve created.
After a couple of days, send a reminder email to those who haven’t opened the email.
About Inbound Processes
Trust is one of the most critical aspects that influence B2B purchase choices. You may earn your prospects’ confidence by presenting them with useful information on your website or blog.
White papers, use cases, courses, and infographics are all examples of possible content. You may try out several forms of content to see what your prospects respond to the most.
デジタルプロパティとチームのネットワークを使用して、このコンテンツを適切なチャネルに配信します。 この無料のリソースと引き換えに、見込み客にメールアドレスを尋ねて、この記事をリードマグネットにします。
Keep the material’s ランディングページ basic so that the prospect isn’t distracted by extraneous content.
Instead of attempting to sell anything at the initial touchpoint, strive to develop engagement in order to facilitate further conversation (subscribe to our newsletter, follow us on Twitter, etc.)
Make sure the relevant items for tracking pixels are enabled so you may retarget the prospect later in your PPC ads.
それはまた重要です あなたのSEOに取り組む。 関連する検索に表示するには、適切な見出し、メタ説明、およびキーワードを備えた完全に最適化されたWebサイトが必要です。
Furthermore, analyzing your competitors and industry keywords can offer you a better notion of how to get started ranking quickly (for example, specific long tail keywords with high traffic and minimum competition).
The first benefits from SEO usually appear after a few months, so be proactive and begin your research and on-site optimization as soon as possible.
When Should I Begin My Marketing Campaign?
The response to this question is always the same: yesterday. Early on, marketing can assist you in identifying the main characteristics you’ll need to incorporate into your product to achieve 製品-市場適合.
これは、初期段階で構築したすばらしい製品についての情報を広める方法であり、後で、マーケティングを利用して消費者と対話し、より多くの価値を提供し、消費者を満足させます。
マーケティングは科学であると同時に芸術でもあります。 ユーザーの行動データに基づく実験と迅速な選択により、マーケティングに費やされるすべてのドルが長期的にはXNUMX倍になります。
よくあるご質問
🎯 What are the first steps in marketing for B2B startups?
Start by clearly defining your target market and understanding their needs. Then, craft a unique value proposition that sets you apart from competitors.
🤝 How can B2B startups build strong relationships with their clients?
Focus on delivering exceptional customer service, provide educational content, and maintain regular, transparent communication to build trust and loyalty.
📊 Which metrics are crucial for B2B startup marketing success?
Key metrics include lead conversion rates, customer acquisition cost, lifetime value of a customer, and engagement rates on your marketing channels.
💡 What role does content marketing play in B2B strategies?
Content marketing helps establish your brand as a thought leader, educates your target audience, and drives leads through inbound marketing strategies.
🌐 How important is digital marketing for B2B startups?
Digital marketing is crucial for reaching and engaging with a modern audience efficiently, tracking results, and optimizing strategies for better outcomes.
🤖 Can automation tools enhance B2B marketing efforts?
Yes, automation tools can streamline repetitive tasks, nurture leads effectively, and ensure timely engagements, allowing for more personalized marketing efforts.
クイックリンク：
- Tips For Accurately Pricing Your Startup’s Product & Services
- 読むべき最高のB2Bマーケティングブログ
- Best B2B SaaS Companies In The World Right Now
- B2Bコンテンツ開発：変換するコンテンツを作成する方法
Conclusion: What’s Next for Marketing Your B2B Startup?
Marketing your B2B startup is all about connecting, engaging, and solving problems. Start by understanding your audience deeply and offering them solutions that genuinely help.
Use social media, email campaigns, and networking events to build relationships. Remember, trust is key. Keep experimenting with different strategies and listen to your customer’s feedback to improve.
Ultimately, your goal is to become a trusted partner, not just a vendor.
With patience and persistence, your startup can grow into a well-known name in the B2B world. Keep pushing forward!
