B2B Marketing

7 Best B2B Marketing Tips in 2020

image result for b2b marketing in 2020

A Note From Turnkey Mate

83% of B2B companies use email newsletters as part of their content marketing program, and 40% of B2B marketers say these newsletters are most critical to their content marketing success. -Hubspot

"I'd rather be an optimist and a fool than a pessimist and right." - Albert Einstein

Albert Einstein

How Do You Succeed In B2B Marketing?

In 2020, succeeding in B2B marketing requires a mix of email marketing, content marketing, blog posts, social media campaigns, and search engine optimization. One of the most important factors that determine the success of a B2B campaign, however, is your audience.

Generating leads and converting these leads into customers requires niche content that is targeted at your buyer persona. Ultimately, if you create marketing content for everyone, your marketing efforts reach no one. You will convert more leads with your B2B marketing if you focus on targeting a narrow audience of interested buyers who are willing to engage with your marketing content.

B2B marketing is different from traditional customer-based marketing and it takes more than a couple of social media marketing campaigns to generate leads and create new business. It requires a focused marketing strategy with landing pages that are optimized for the businesses you want to work with.

Here is a list of our top B2B marketing tips to ensure that your B2B marketing content does not fall on deaf ears.

Define Your Target Audience And Niche

Our first tip is to define your audience and niche. Specifying the demographics and preferences of your audience will influence every B2B marketing decision that follows. If you advertise to everyone, you advertise to no one. Once you have found your niche, target your specified audience directly, and make sure you don’t waste resources on content that falls upon people who simply aren’t interested.

B2B Marketing Tips For Identifying Your Target Audience

Naturally, defining your audience is easier said than done. Here are some handy hacks B2B marketers use for identifying the audience you want to reach.

Take a Problem-based Approach When Targeting Your Audience

Think about what kinds of people will benefit from the product or service you are offering. Write a list of the features of what you are offering and highlight the benefits of each feature. Draw up an image of the type of person who will be attracted to these benefits. If your product is designed to make bookkeeping quick and easy, the busy working professional looking to save time is your target. Marketing decisions become more results-focused once you have a specific audience in mind.

Understand Your Current Customer Base

The best place to learn about your audience is from your current customer base. Identify similarities between the people who are already purchasing your product or service. Search for patterns between the businesses that have responded to your marketing efforts so far. Do they all have certain characteristics in common? Using data from your current customer base is a great way to gauge what your archetypical audience looks like.

Build Variations of Your Selling Persona

Visualizing your target persona is valuable when identifying your target audience. Creating an accurate target persona will aid your strategic decision-making moving forward. Note that you do not have to create just one persona. Most businesses have several persona variations and will segment their marketing according to these groups.

Create Your Website

If you haven’t got a website, your content marketing efforts are unlikely to succeed in the long-run. Supposedly, more than 80% of buyers will visit a website before they make a purchase. If you don’t have a place to send your potential customers to get more information, the majority of your potential customers will not even consider making a purchase. Make sure you have a proper landing page set up or most of your marketing efforts will be wasted.

Optimize Your Online Presence

It’s all very well having a website with great information but if nobody lands on your site, lead generation via your content cannot and will not happen. If you want people to find you through a search engine, your content needs to be optimized. SEO strategy is dependent on multiple factors, both on and off your site. Building backlinks, keyword inclusion, and site speed are all key factors that contribute to the discoverability of your blog content and web content.

Focus On Mobile Optimization And User Experience

User experience is a major factor when it comes to how Google ranks web content. More than half of global web traffic comes from mobile devices and yet many sites are not properly optimized from mobile. If users have a hard time navigating your site, they are likely to click off your site. This negatively impacts your bounce rate which in turn affects your rankings.

What’s more, even if your users do not click off your page, frustrated users are more challenging to convert into customers. Horizontal scrolling and small dropdown menus are detrimental to a mobile user’s experience. Frustrated customers usually aren’t inclined to make a purchase.

Tips For Making Your Website Mobile-Friendly

If your website requires a lot of work, it is probably best to hire a web developer to make your site mobile-friendly. If you are looking to make improvements internally, here are some tips that Google suggests for improving user experience on mobile devices:

  • Take Google’s Mobile-Friendly Test to see how much work needs to be done to optimize your site for mobile viewing. This will show you how Googlebot views the pages when determining search results.
  • Use Webmaster Tools to generate a Mobile Usability Report. This identifies issues with your website when it is viewed on a mobile device.

If you are looking for quick solutions, the best place to start is making sure that your website fits on any mobile device screen size. If you are looking to fully optimize your website for mobile, consider making an app where users can easily navigate your site content.

Launch PPC Campaigns

Our next tip is directed at B2B companies looking to increase their ROI from paid ads. Launching pay-per-click (PPC) campaigns will help you get your content in front of the right people via search engines and social media.

When running a PPC campaign, don’t just advertise your services. Raise awareness of your brand by marketing your social media pages, blog, or brand philosophy.

To maximize the ROI of your campaigns, incorporate your buyer persona data and boost content that is target at them. A person who has never heard of you or your brand will not be searching for your exact product. They are more likely to be searching for the product feature they are looking for to solve their business-related problems. These are the categories you should be targeting as this is what your potential customers are searching for.

Personalize The Buyers Experience

You can yield better results from your B2B marketing efforts by personalizing your buyer’s experience. According to Accenture, 50% of B2B buyers identified personalization being a key feature among suppliers they would consider working with.

There are several ways to utilize personalization when marketing to business people. For example, social media platforms allow you to engage in personal conversations with your customers. When people engage with B2B companies on social media, they expect a quick, non-automated response.

Email marketing is also a great way to send out personalized campaigns. You can learn more about email marketing in B2B campaigns in the next section.

Use B2B Email Marketing

Even in the age of social media, email marketing remains one of the most effective ways to convert leads into customers. In fact, 93% of B2B marketers use email. If you’re not one of them, this could be why your content marketing efforts are not yielding the results you want.

Email marketing is an excellent tool for sharing your brand’s content and demonstrating the value of your offer. If you can use email marketing to clarify how your product or service can help B2B customers save time and increase their profits, you are onto a winner.

B2B Email Marketing Tips

Most B2B companies are subscribed to multiple newsletters and so if you want your email marketing content to yield results, it’s essential that you make every email count. Here are our top tips for effective email marketing.

Write Enticing Subject Lines

Your subject line should entice recipients to open the email. Create email subject lines that create a feeling of intrigue, FOMO, or curiosity. If people aren’t hooked on your subject lines, they won’t read your content or follow through to your landing pages. If your subject line is poor, the marketing content within your email cannot and will not succeed.

Write a Clear Call To Action

Each email should have just one call-to-action (CTA). Your email should contain one clear message that directs recipients towards one clear CTA.

Utilize Email List Segmentation

Your email list will contain all kinds of audiences. Instead of sending the same newsletter out to everyone, segment your email list so that you can send personal emails that demonstrate an understanding of your audience.

Use B2B Content Marketing

When it comes to B2B marketing, there are multiple routes you can go down. In-person events and trade shows are great ways to network but in the digital age of content marketing, newsletters, blog content, and social media are highly effective too.

By creating different kinds of content targeted at segmented audiences, you can better engage your audience and convert your leads into paying customers. When you create informative blog content, you attract new B2B customers who will be more than happy to subscribe to your email list in exchange for whitepaper or a useful PDF.

Instead of solely focusing on ads and trade shows, invest in content marketing to reach new people, generate leads, and join the B2B marketers who are seeing success with their content marketing strategy.

Want To Increase The ROI Of Your B2B Marketing?

Our team is available to support you with results driven B2B marketing strategies.

image result for b2b marketing tips

8 Benefits Of LinkedIn Advertising For B2B Business

image result for b2b LinkedIn advertising benefits

A Note From Turnkey Mate

According To Studies By LinkedIn: 91% of executives rated LinkedIn as their number one choice for professionally relevant content. 49% of B2B buyers research vendors by looking at their LinkedIn profiles and 44% have actually found potential vendors by looking at shared connections on LinkedIn.

"One of the only ways to get out of a tight box is to invent your way out." - Jeff Bezos

Jeff Bezos

Why Advertise On LinkedIn?

LinkedIn is a platform that companies should not ignore for a multitude of reasons. For starters, the platform features more than 500 million users. This number is made up of 60 million decision-makers, 90 million senior-level influencers, and 10 million C-suite members. These members are notoriously difficult to connect with on other social media platforms and even harder to bump into at your typical networking event.

The benefits of advertising on LinkedIn go deeper than the platform’s reach. The platform offers unique targeting features and ad types so you can tailor ads for your budget and your target audience.

If you are in the B2B sector, advertising on LinkedIn is a no-brainer. If you are in the service industry, LinkedIn could be the missing ingredient in your marketing strategy.

Deliver More High-Quality Leads To Sales

Advertising across social media is a great way to increase brand awareness and obtain new leads. The trouble is, most of these leads drop off the radar before the interest-building stages of the marketing funnel can be nurtured. This is usually because this type of lead generating is limited to email follow-ups. Email marketing can be a fantastic tool but open rates tend to sit around 15-25%. With LinkedIn paid ads, you can engage with your leads and nurture their interest in your brand more directly.

The LinkedIn Lead Accelerator tool allows you to identify and target your highest-value target audience online. You can then sequence relevant messaging based on the profile of your prospects. The LinkedIn Autofill capability helps you increase conversion rates, making LinkedIn paid advertising a great way to maximize the impact of every click you get. Platform-supported A/B testing allows you to optimize your ad creative so that more people click in your ad. You can measure the cost per click and program impact at every stage through built-in reporting.

Increase Your Conversion Rates With LinkedIn Advertising

One of the most persuasive benefits of LinkedIn advertising is that when you use it properly, you can increase your conversion rates. Lead ads, for example, simplify your prospects’ purchasing journey so it is easier for them to convert.

The success of lead ads has been demonstrated time and time again. For example, a year-long study by HubSpot found that LinkedIn ads convert users to leads at a 6.1% conversion rate. That is more than double the 2.58% for Google ads. To put it simply, advertising on LinkedIn can be very profitable for businesses focused on generating high-quality leads that do more than click on an ad. They become customers.

Findings From HubSpot's Study:

ADWORDS ($1,000 BUDGET)

CPC Average = $3.35

CVR Average = 2.58%

$1,000 / 3.35 = 298 Clicks

298 * .0258 = 8 Conversions

1,000 / 8 = $125 per Lead

LINKEDIN ($1,000 BUDGET)

CPC Average = $5.74

CVR Average = 6.1%

$1,000 / 5.74 = 174 Clicks

174 * .061 = 11 Conversions

1,000 / 11 = $90 per Lead

As you can see, LinkedIn boasts a lower cost per lead than Google adwords. So why are LinkedIn ads not part of your digital marketing strategy?

Granular Ad Targeting Through Industry-Specific Variables

Advertising on social media is not about reaching the largest number of people. It is about reaching your most desirable audience. This is why targeting is one of the most important parts of a successful marketing campaign.

On Facebook, you can target audiences based on behavior-based factors. On LinkedIn, however, you can target audiences based on industry-specific variables. You can go beyond the standard demographic information and control variables such as:

  • Job titles
  • Job functions
  • Seniority
  • Company name
  • Company size
  • Industry
  • Skill
  • Qualifications

This type of audience targeting is ideal for B2B companies. It’s also great for customer-based services and products to reach a specific, actively interested audience. Narrow targeting can really help you make the most of your ad spend.

LinkedIn Offers A More Professional Audience

While Instagram is most popular among the Gen-Z and millennial generations, LinkedIn users tend to be older, more educated, and more experienced. High-income business people are more likely to be on LinkedIn than any other platform. If your core target audience is educated professionals, LinkedIn is probably where you should be doing your marketing.

What’s more, you can get more relevant information about your audience before you reach out. Rather than seeing their holiday pics and learning their relationship status, you can learn about their past work experience, skills, current position, location, and more. These details are almost always more honest than people’s bios on Twitter, Facebook, and Instagram, where jokes and random facts tend to take precedent over information about work and education.

Take Advantage Of All Advertising Types On LinkedIn

One of the great things about Facebook is that you can create different ad types depending on how you want to present your offer. This is even truer for LinkedIn. The platform allows you to use typical text, image, and video formats along with carousel ads, sponsored content, email advertisements, and more. You can even create sponsored InMails that go directly to prospects’ inbox.

There are different benefits to each ad type. Fortunately, you can update your ad type mid-campaign if you aren’t getting the results you want.

Dynamic ads are a great option if you are taking a personalized approach to your ad campaign. You can customize these campaigns to include the user’s company name, title, and photo in the advertisement. This makes prospects feel you are reaching out to them directly.

Sponsored content is a great way to promote organic content on your page to obtain new followers. Alternatively, carousel ads take a visual approach by using high-quality photos to connect with prospects.

Personalized Your LinkedIn Advertising With Sponsored InMail Ads

Ultimately, when you weigh up the LinkedIn pros and cons of advertising, arguably the biggest benefit of the platform is the option for personalization. The Sponsored InMail is an ad format that Facebook cannot begin to rival.

Sponsored InMail ads allow you to send customized messages to the prospective leads you deem to be most valuable. As well as personalizing your InMails with their details, you can offer them exclusive content, like an ebook or white paper. You can prompt them to sign up for events or give them insight into how your product or service can uniquely benefit them.

Better still, LinkedIn prevents InMails from being sent to inactive members, so your ad budget will not be wasted. These ads display on both desktop and mobile devices so you can optimize your content visually for your entire audience.

Boost Your Account-Based Marketing Campaigns

LinkedIn advertising is also particularly effective for companies that invest in account-based marketing (ABM). This type of marketing focuses on targeting specific accounts or clients with a dedicated campaign. LinkedIn actually has ad features designed especially to support ABM.

With the option to personalize ads to the accounts you are targeting, you can take a more direct approach when establishing a connection. Given that LinkedIn supplies a vast amount of professional information about its users, you can inform yourself about your most valued prospects before you target them.

If you are targeting a high-value account, when you use Linkedin advertising in this way, the payoff can be huge.

Flexibility To Customize Live LinkedIn Ad Budgets

Traditional advertising channels require upfront payments and no guarantee that your ad will perform as well as you hope. When you advertise on social media platforms, you have the freedom to tailor your budget to your business. If your ad is not performing well, you can pull it before you spend your entire ad budget.

When using LinkedIn, you can adapt your bids and budgets according to how well your ad performs. This allows you to make changes as you go so that you can optimize your content for the results you want.

All campaigns must have a daily budget of at least $10. If you use a cost-per-click or cost-per-thousand-impressions (CPM) strategy, you must submit a bid of at least $2.

The average CPC for these ads is around $5 but the leads that can be gained are often far more valuable and are more than twice as likely to convert. If you are working for those high-value accounts, using LinkedIn is a no-brainer.

Ready To Start LinkedIn Advertising?

If you’re ready to take advantage of LinkedIn advertising benefits, our team of experts can help.

image result for benefits of linkedin advertising
Scroll to Top