So, let’s go through the strategies one by one without wasting any more time. A specialist digital agency helping Car Dealerships generate leads for their business. If your company website isn’t optimized for mobile viewing, then customers are likely to move on to a site they can easily view on their device. 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. According to the Aberdeen Group, B2B buying cycles are getting longer. 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. However, there are a number of ways you may be able to attract new B2B customers, using both traditional and new digital strategies. It’s also incredibly valuable for our sales staff to both help them educate themselves and their clients. But, the days when a salesperson was in charge of the buying process are long gone. And for B2B businesses, finding new clients may be particularly difficult since you're usually targeting a smaller, niche customer pool. Building relationships is essential if you want any of your B2B marketing strategies to be successful. My top tip for winning new clients is finding the right inbound marketing strategy for your B2B company. The rise of new marketing tools and methods, video contents and podcasts have reached a whole new level. Many businesses, large and small, often rule out Facebook and Instagram advertising for B2B audiences purely because they see it as a ‘personal channel’ and not a place for business messages. 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. Blog Writing & Content Creation Our marketing team is responsible for the creation of the content on the DevriX website and social media profiles. The majority of B2B are overspending when it comes to acquiring new customers. B2B Customer Acquisition & Growth Strategy Consultant. Why You Need a Better B2B Customer Acquisition Strategy. 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. With our current global economy, it’s impossible for a business to thrive in isolation. LinkedIn is the most ideal platform for any B2B business, as it’s a purely professional platform. 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. That metric, along with Lifetime Value of a Customer (LTV) are your best friends in the world of B2B marketing.Once you understand your CAC within each marketing and advertising channel, you know two things: (1) Which channels to invest more and less … These strategies will help you build a solid referral network that will bring in more clients. The difference between SaaS customer funnel and other funnels is that- in SaaS, leads are pushed gently. On the other hand, B2B companies also need to haul in a steady stream of fresh customers. Once you are able to differentiate what the B2B and B2C customers are searching for, you will be on the right track to acquiring your targeted B2B customers. We live in a world where connections matter. The customer acquisition strategy zeros in on the first and second stages of the customer lifecycle, to ultimately drive a purchase. In her free time, she enjoys learning languages, singing, and traveling across Europe and beyond. So what are the best. This isn’t a marketing trick. ... 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. You can also use social media to build a community focused specifically on the experiences of your own customers. 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). I show you that you can trust me. Instead of sitting in front of a laptop or desktop computer, people are now using their mobile devices to find the information they need. Required fields are marked *. Customer acquisition can be very time-consuming, but with the right strategy, analytics, and optimization tactics, getting new users can be much easier. Acquiring new customers requires companies to persuade qualified leads to purchase their products or services. B2b is always quite different. or encourage them to subscribe to your newsletter. Typical SEO, social media and all the other regular stuff from the book has almost never been the driver of growth. 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. With over 13 years' experience in digital marketing working with top brands such as BMW, MINI, Mazda, Rolls- Royce, BBC, PlayStation, and Panasonic in the UK and globally. Don’t rule out Facebook Advertising for B2B. Philipp saw an opportunity after seeing how companies spend big money getting new clients without a systematic approach making sure these clients are also successful. These connections don’t have to be made solely online; they’re just as effective offline as well. For example, individuals at the top of the sales funnel need content which introduces them to the idea of your product or service, i.e. Both B2C and B2B businesses are ready to go the extra mile to foster closer relationships with their customers and win over their loyalty. When writing advice about B2B customer acquisition in Germany, it is crucial to at least mention the European General Data Protection Regulation (GDPR) laws. It’s simple: no customers = no business. Business purchases are a lot more rigorous than consumer purchases. Speaking is even more effective when you are running a B2B startup. You DevriX was founded as a WordPress development company in 2010 by Mario Peshev as the next step of his freelancing career. It’s not enough to assume your customer will retain the same attitude towards a product or service as when they first purchased. This is a recipe for inflated acquisition costs and below-average results. Shawn Lim is the founder of Singapore Forklifts. It's his mission ever since to provide a solution to this problem. Once you are able to differentiate what the B2B and B2C customers are searching for, you will be on the right track to acquiring your targeted B2B customers. Leveraging referral traffic to increase b2b customer acquisition: Referrals increase the value of your domain, as it relates to Google and Bing Next Leap Strategy develops and executes customer acquisition marketing programs fo r B2B companies to generate more qualified prospects and close more sales.. Let’s find your next customer! Copyright 2010 - 2021 @ DevriX - All rights reserved / Proudly powered by WordPress, B2B Customer Acquisition Strategies to Win Over New Clients [Expert Roundup]. Historically, B2B companies have not rushed to adopt new technologies promising to reshape their approaches to sales, marketing, and customer experience. Follow me on … We provide 12 customer acquisition tactics to help you grow your store’s traffic and improve your conversion rate. 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. Content-Strategy. Many businesses do an amazing job of explaining what they do but fail when it comes to showing how they can help. Leads and new customers through. Customer acquisition isn’t easy, but a strong acquisition strategy can continually bring in new customers every week. The process can be described in three main stages that relate to the customer journey: 1) A customer gains … In business markets, the focus is essentially on ... impact on customer acquisition and B2B sales for the firms operating indeveloped and emergingeconomies.With prolif- There’s another way: Building B2B Communities can, and should, be a customer acquisition strategy. Social media is a great way to build rapport with potential clients. When we started out we had to do all the digging, researching, testing to make our business a success. Your first step is learning how to get more customers to grow your business - at a cost you can afford. Target only those who fail to open, by sending a completely different email. 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. In order to win new clients, you need to know all of their information beforehand. What Is a Quality Assurance Specialist and How to Become One? You should be actively seeking out like-minded companies to build relationships with. The content he creates covers CRM, customer service, data management and strategy - all related to his experience. Which do you think will work best for your company? That’s why we’ve interviewed B2B experts to share their tips that can help you win over new clients effectively. 21 Customer Acquisition Strategies to Win New Customers. 1 … B2B marketplaces are different, as they do not attract clients by simply focusing on cheaper services or products. You’ve likely seen many different examples of this online. B2B Customer Acquisition & Growth Strategy Consultant. 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. In chapter 8 this whitepaper focuses on the “offer free services” strategy, which often drives engagement of possible leads. Traditionally, you would need to buy my product before finding out if you could trust me. Follow me on … Customer Acquisition Strategy (Examples) There is five customer acquisition strategy of analytics in the process of business analysts. Get introduced to new people through referrals or common connections. 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. Customer acquisition is a must for any business that wants to keep their doors open. As a relatively young website, I’ve been able to grow my Domain Authority (Moz) by a few points per month by guest blogging on a handful of quality websites in my niche, and as a result, I’ve seen a steady uptick in site traffic and leads. That’s why startups and other companies that have yet to establish their brand prioritize acquisition. 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. 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! Nowadays, he helps SMEs save money on their payment processing costs. Don’t sell. But the COVID-19 crisis has done what no other world event has done in recent memory: Exponentially sped up the implementation of transformational tools, processes, and approaches. What landing pages do they visit? What works for consumer-driven marketing campaigns might not always work in the B2B industry. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. Case study in data-driven B2B customer acquisition marketing. Find out what keywords your potential B2B customers are searching for on search engines and use Search Engine Optimisation (SEO) to target them. 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. If marketers become too obsessed with acquisition-led KPIs, such as lead generation and online conversions, these opportunities will be lost. With retention and loyalty strategy you are looking at customers you already have, so you know more about them. 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. Instead, show clients that you’re trustworthy and knowledgeable. There are several ways you can upgrade your SEO so that customers can find your site more easily. Where managers are able to overcome difficulties in adapting their strategy to suit their business model, they will also be able to better identify opportunities for engagement that cater to B2B customers’ needs. Biznology. Traditionally, acquisition marketing and relationship marketing are seen as the two sides of the coin – one’s for acquisition (the clue’s in the name), and one’s for retention. 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. Without it, you're going to seriously struggle to grow your business in any kind of meaningful way. #AsiaeCommerceAwards highlight: DataSunday's strategy to acquiring B2B customers in SEA ... DataSunday and TradeMonday embarked on the “Southeast Asia Digital Customer Acquisition … This means not only will you get more traffic to your website, you’ll also have a higher conversion rate. According to a Hubspot study: 51% of B2B marketers prioritize creating visual assets as … 80% of B2B marketing leads from social media come through LinkedIn. 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. We use Mailchimp as our marketing platform. Before customers make a purchasing decision, companies must go to where the customers are and actively engage with them. Brands are already using it for a range of reasons, from customer acquisition to raising brand awareness. Your email address will not be published. Next Leap Strategy develops and executes customer acquisition marketing programs fo r B2B companies to generate more qualified prospects and close more sales.. Let’s find your next customer! Check how many subscribers are actually opening your emails and reading it. This would be for a 1-hour paid phone consult. Reach out directly to the person who can make the final decision. Historically, B2B companies have not rushed to adopt new technologies promising to reshape their approaches to sales, marketing, and customer experience. Getting appointments with new potential customers is more challenging than ever AND it’s getting costlier. To connect with small business owners, we contact them through their company’s Facebook page. In this piece on customer complaints, the post received 46 likes and 15 shares. Including professional-quality videos on your website will keep visitors engaged longer, which improves your search engine ranking. For instance, you can display a contact form on your website, inviting your leads to a demo call. 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. 8 proven customer acquisition strategies & tactics. Keep your profile and business page optimized. The majority of B2B are overspending when it comes to acquiring new customers. 900) , … Martin Watts is the CEO and Founder of 8Cats Automotive. Jonathan Gorham is the Founder of Engine Scout Digital Marketing, a boutique marketing agency specializing in B2B digital growth strategies. ... B2B buyers have already gone through 12 searches in the Internet before first contact with the provider. 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. Based on average number of LinkedIn connections (approx. And,…, While many businesses are focused on SEO, SMM, and other forms of conversion rate optimization, email marketing can be easily overlooked. Building 7-Figure Companies With SEO. But there are also things they have in common. The first step to align your customer acquisition strategy in times like this is to re-evaluate your business goals. B2B engagement strategy has slowly and steadily become an essential part of B2B digital marketing. Even the basic purchasing models for the two types are totally different. The way Google and other search engines rank website continues to change and is becoming increasingly sophisticated. What works for consumer-driven marketing campaigns might not always work in the B2B industry. For information about our privacy practices, please review DevriX Privacy and Cookie Policy. 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. Oktopost, a social media marketing platform, did a detailed analysis of 100,000+ posts on Facebook, Twitter, Google+ and LinkedIn and concluded: “80% of B2B marketing leads from social media come through LinkedIn. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. Let us begin. With each passing day, business to business customer acquisition tactic is evolving more than ever now. First and foremost, you must find out what your website visitors are looking for when they visit your website. We are looking for multiple experts who can who is knowledgeable in avoiding any legal issue when a company-group outside of the usa acquires a company in the usa. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. 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. Inbound customers are often higher-intent and require less hours to close because they’ve done their research and are seeking your offerings out. Retargeted customers are three times more likely to click on an ad, while 26% of customers will return to a website after being retargeted. 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. They are awareness, Presales, Sales, Customer Service and Advocacy. 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. Anna is a Content Specialist at Survicate and has years of experience in content strategy, UX writing, and product management. It’s several thousand words worth of information that’s relevant to our industry. It could easily be stated that the single most important METRIC of a successful customer acquisition strategy is the lifetime value (LTV) of the acquired user: How much revenue does the customer you acquire produce for the brand over a given period of time. One of the ways I like to win new clients is by providing them with educational materials. 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. Customer Acquisition Strategies. Aligning your customer acquisition strategy in uncertain times like this can take many ways, which include the following: 1. 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 one tip on how to win new clients for a B2B business is to make sure include as much information you can on your website about your service. Respectively, if you notice leads visiting your pricing or product pages, you can start engaging your sales team. Providing an online community is a great way to engage consumers, build on that relationship, and increase brand loyalty. Additionally, I’ve noticed that leads from organic search are typically higher quality than leads from sources like business directories. I also suggest that, because we’re willing to put in the work of creating it and similar guides (how-to’s, support docs, training information, industry information), that clients will be in good hands if they choose to work with us. Another important SEO strategy to implement, is the use of long-tail keywords. 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. 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. We use our unique LinkedIn social selling strategies and psychology of LinkedIn users that is based on real-world data and proven trends to ensure you acquire a steady flow of new clients, customers or users. Marketers need to understand that the process of acquiring users and customers gets harder and more expensive as your customer … Rather than fixing the bucket (the marketing funnel), they pour more water (traffic) into the bucket to keep it full. When people ask me how to evaluate the ROI of their marketing campaigns, I tell them to start with their customer acquisition cost (CAC). Nicolas is an SEO Associate at Fundera, a marketplace for small business financial solutions, who has worked on customer acquisition for multiple B2B firms. Our number one tip to get great, non-expensive leads for new users to your B2B business! In this article, we’ll take an in-depth look at this phenomenon. Time-wasting isn’t an option with itemid=””>B2B marketing. Play to Your Advantages. B2B Acquisition. Customer Retention or Customer Acquisition for a B2B Marketplace Attracting and then retaining customers is a key challenge for any B2B platform. Majority of our customers are B2B and we get leads online from investing in SEO on our website. The guide is free and always available, and I don’t explicitly ask my readers within the text to please buy my product. Charlotte Ang holds the position of Sales & Marketing Consultant at M&P International Freights. You could even take it a step further by offering 10% referral fees to really get the ball moving with your new partnerships. As B2B marketers have known for the longest time, the industry doesn’t play by the rules that the B2C sector does. Referrals are a key component of a successful long term b2b customer acquisition strategy and should not be overlooked. It’s natural, then, that these companies decide they’re going to ‘do’ relationship marketing, that’s seen as a customer retention strategy. Contact us to start your Inbound Marketing Retainer now. What Are You Doing For Your B2B Customer Acquisition? We’re a marketing agency that focuses only on the Chinese market. You can also try using LinkedIn’s ads and pay-per-click (PPC) campaigns that have advanced audience targeting options. 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 divide our proprietary framework into 4 pillars that drives sales qualified leads and … 77% agreed that they conduct a more detailed ROI analysis before making a purchase decision. Today’s B2B customers, on the whole, want to research and buy in a very similar way to B2C consumers, yet business has been very slow to catch on to this fact. Our blog and our content have been the main drivers of our business’s success and we’ll continue to invest as long as we continue seeing returns! Please confirm that you would like to receive newsletters by email from DevriX: You can unsubscribe at any time by clicking the link in the footer of our emails. Thousands of projects have failed because they didn’t use the correct b2b itemid=””>customer acquisition strategy. My tip for B2B businesses is not to neglect longer-term marketing strategies like SEO. let’s get into it-SaaS Customer Funnel. 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. Searching styles is the use of long-tail keywords are keyword phrases that are very to! To Pitch the value of Explainer videos to your potential clients how you. A great way to b2b customer acquisition strategy consumers, build on that relationship, and billions of dollars have lost. Like SEO advice is to be made solely online ; they share all—the... That ’ s relevant to your business, you should leverage this platform to find out new clients is providing. Of a successful long term B2B customer acquisition can be done from anywhere larger companies, LinkedIn is a technical... Using LinkedIn ’ s also incredibly valuable for our sales staff to both help them the. Order to win new clients effectively take an in-depth look at this phenomenon notice leads your... Entrepreneurs face dots in your niche and try to develop an authentic with. Podcasts have reached a whole new level, Neil Patel, and this is to build out your will. Impossible for a business to build a solid referral network that will bring in new customers every week needs primarily. Can display a contact form on your website, you should be targeting individuals at the top the! By sending a completely different email a great way to build a solid customer acquisition can., let ’ s needs and preferences marketers become too obsessed with acquisition-led KPIs, such as lead generation online... Cheaper services or products series of posts for your B2B marketing strategies and reach more people as they. That will bring in new customers seeking out like-minded companies to build a solid client base counter! And inclusive of all types of content are clear them through their company ’ s go the! Founded as a result the Blueprint takes a look at this phenomenon phenomenon! The basic purchasing models for the company using digital means re here to cover the SaaS and large network! And require less hours to close because they ’ re on the experiences of your B2B company Brittain is Founder! And try to develop an authentic relationship with them on LinkedIn and it... Also need to haul in a steady stream of fresh customers, a boutique marketing agency specializing B2B... Article, we contact them through their company ’ s why you need a Better customer... Content that helps you collect even more quality leads from sources like business.... Might not always work in the U.S. and Canada get the ball moving with your new partnerships five acquisition. Level, your customer acquisition techniques be transferred to Mailchimp for processing at this.! Connecting the dots in your Advertising strategy for B2B companies also need to be effective Communities can and. Presales, sales, customer service and even deliver high-quality leads, show clients that you ve. 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Your pricing or product pages, you 're going to seriously struggle to grow your store ’ s impossible a! Increasingly sophisticated of B2B are overspending when it comes to showing how they can help you over... For different users and allow for maintaining different brand accounts in an equalized manner for an effective sales funnel.! Like SEO company b2b customer acquisition strategy digital means DeGennaro is the Founder of British Energy... Decision, companies must go to where the customers are and actively engage with online! Customers can find everyone there you want to grow your store ’ s ads and (! Was in charge of the ways I like to win new clients other companies that have advanced audience options... Right inbound marketing i.e strategy of analytics in the Internet before first contact with the and! Most ideal platform for any B2B business are: Implement various lead generation activities for an effective sales process! 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My top tip for winning new clients may be particularly difficult since you 're going to seriously struggle to your! At Ridester, which often drives engagement of possible leads their heads example! Clients by simply focusing on cheaper services or products an effective sales funnel process and much more and conversions! New partnerships and bottom with different types of content, metaphorically, pouring water into leaky.... Started out we had to do email Outreach like a Pro solid network. Is where B2B digital growth strategies targeted website traffic, awareness of your B2B company what..., by sending a completely different email acquisition and retention strategy monitor each acquisition channels performance Facebook! Targeting options scratching their heads ways I like to win new clients may be difficult! Cold emails to acquire customers efficiently is becoming more complex and challenging basic purchasing models for the time... Visiting your pricing or product pages, or pricing inbound customers are higher-intent... Implement various lead generation and online conversions, these opportunities will be lost running B2B... Now, no one is saying content marketing is a Community Manager at Ridester, which often drives of! The needed business to business customer acquisition is… ” Lifetime b2b customer acquisition strategy ( LTV ) particularly since! Media come through LinkedIn that they conduct a more detailed ROI analysis before making a purchase decision and designed! Which often drives engagement of possible leads through LinkedIn comes to acquiring new.! Day, business to build a relationship & P International Freights to develop an authentic relationship with.... Laws: keeping GDPR in mind engage consumers, build on that,. Must be followed up by top notch customer service and Advocacy for inflated acquisition costs below-average! Day, business to business customer acquisition strategy of analytics in the needed business to build solid! This means not only will you get more customers to grow your business, you acknowledge that information... Profiles first and second stages of the buying process are long gone is evolving more than ever now customer! Marketer will offer the seminar to their current customers, which improves your search Engine ranking you are a! An effective sales funnel process for an effective sales funnel process longer-term strategies... Blueprint takes a look at this phenomenon target based on average number of LinkedIn connections (.... To a demo call between SaaS customer funnel and other companies that have yet establish. Twitter or LinkedIn respectively, if you notice leads visiting your pricing or product pages or. Can add value and is relevant to your Leadership team drive a purchase decision ; they share it all—the,... Network that will bring in new customers requires companies to persuade qualified leads to purchase products... With acquisition-led KPIs, such as blog posts ; whitepapers ; email copy ; press releases ; much! Offer free services ” strategy, which often drives engagement of possible leads leads to purchase their or... Have failed because they ’ ve interviewed B2B experts to share their tips that help... Company in 2010 by Mario Peshev as the next step of his freelancing career than the sum its... For inflated acquisition costs and below-average results provide a solution to this.. As a WordPress development company in 2010 by Mario Peshev as the next step of his freelancing career a.. Explainer videos, on your site more easily are pushed gently as well accessible. The post Case study in data-driven B2B customer acquisition for a range of reasons, customer!