As a startup or small business, you need a regular influx of new customers to scale your company and take it to the next level. Without a steady stream of potential clients, your sales team simply won’t have anything to work on, and your business will suffer.
Another important thing to remember is that today’s clients and buyers are sharp and savvy like never before—so there’s that extra pressure of developing lead generation strategies that will successfully attract and speak to these sophisticated prospects.
While it is tough to attract B2B clients in this digital era we live in, the good news is that it’s not a hopeless case. In fact, there are digital marketing strategies you can explore to hit your goals and sell faster.
1. Content Marketing and SEO
While these two are different aspects of digital marketing, you can merge them to maximize the benefits you can get from them.
One of the essential things you need to improve your ranking in search engines and be seen by potential customers is to regularly publish new content. However, that’s just the tip of the iceberg! You have to make sure that these new blogs, videos, and graphics are optimized for search engines and centered on keywords that are relevant for your target audience.
Creating high-quality and SEO-friendly content improves your visibility and the quality of leads you are attracting to your site.
2. Referral Marketing
Aside from doing the promotions all on your own, you can harness the influence of both your previous and current clients on their peers and colleagues through referral marketing.
According to the Word of Mouth Marketing Association, there are approximately 2.4 billion brand-related conversations in the US every day. Moreover, a study by the New York Times shows that 65% of all new business comes from referrals.
Considering all of these, it’s a smart idea to aim to get your clients to endorse you to others, besides mobilizing your digital marketing efforts and closing sales.
3. Thought Leadership and Authority Marketing
One effective way to reach your target clients and expand your reach is to become a recognized authority in your industry or niche. When you’ve cemented your business as an authority or thought leader, potential B2B clients are likely to trust you and your offerings.
However, you should know that you will need to put in a lot of work and effort to achieve this. You can start by writing insightful articles and commenting on relevant industry news. Moreover, you can publish regular case studies, host webinars, start your own podcast, or give a live talk! A consistent effort, along with high-quality and intelligent content, will surely propel you and your startup to the top.
As long as you do them consistently, these three strategies will help you widen your reach and generate more high-quality leads—and, ultimately, improve your sales and grow your business. Remember that you can only produce amazing results if you’re willing to go beyond the norm, and dedicate the time and effort to explore opportunities to reach out to potential clients!
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