Customer acquisition brings in the needed business to build a solid client base and counter customer churn. 8 proven customer acquisition strategies & tactics. Required fields are marked *. It’s natural, then, that these companies decide they’re going to ‘do’ relationship marketing, that’s seen as a customer retention strategy. So, let’s go through the strategies one by one without wasting any more time. Why You Need a Better B2B Customer Acquisition Strategy. Getting appointments with new potential customers is more challenging than ever AND it’s getting costlier. We can provide content production & marketing services for you, too: link. What landing pages do they visit? There are several ways you can upgrade your SEO so that customers can find your site more easily. You can also use social media to build a community focused specifically on the experiences of your own customers. Jonathan Gorham is the Founder of Engine Scout Digital Marketing, a boutique marketing agency specializing in B2B digital growth strategies. 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. 80% of B2B marketing leads from social media come through LinkedIn. SaaS companies can get outstanding results using cold emails to acquire new customers. Shawn Lim is the founder of Singapore Forklifts. The B2B acquisition process can be both very delicate and very straight forward. That’s why startups and other companies that have yet to establish their brand prioritize acquisition. In chapter 8 this whitepaper focuses on the “offer free services” strategy, which often drives engagement of possible leads. 900) , … With our current global economy, it’s impossible for a business to thrive in isolation. Ridester has been mentioned in several top publications including Entrepreneur, Inc, Forbes, Reader's Digest. Is it blog content, comparison to competition pages, or pricing? Engaging content works every time. With each passing day, business to business customer acquisition tactic is evolving more than ever now. It’s several thousand words worth of information that’s relevant to our industry. or encourage them to subscribe to your newsletter. In order to win new clients, you need to know all of their information beforehand. And for B2B businesses, finding new clients may be particularly difficult since you're usually targeting a smaller, niche customer pool. Short answer? Final Thoughts on Cold Email Marketing for Customer Acquisition. Customer acquisition is a must for any business that wants to keep their doors open. As the lead writer on the VirtualPBX marketing team, I craft all manner of written works that support the company's business phone system. Tony DeGennaro is the Director of Marketing and Business Development at Dragon Social. LinkedIn solves your problem of guessing who is in charge by letting you know which position each employee holds in the company of interest and whether they will be the right person to connect with. The majority of B2B are overspending when it comes to acquiring new customers. First and foremost, you must find out what your website visitors are looking for when they visit your website. It goes without saying that differentiating yourself from your competitors is essential when it comes to convincing potential customers to choose your brand over others. Ovation Sales Group found the average sales person prospects 6.25 hours to set one appointment and only 6% of these (as an average across industries) will convert to deals. Charlotte Ang holds the position of Sales & Marketing Consultant at M&P International Freights. Has held a number of senior roles including more recently UK CMO at Dell for 5 years; EMEA Marketing Lead at Microsoft, EMEA BU Unit Director at Acer and other roles prior to that at Toshiba, Dell, and Philips. 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. Follow me on … Interact and talk to your current and past customers on a regular basis. Adapting to German privacy laws: keeping GDPR in mind. For information about our privacy practices, please review DevriX Privacy and Cookie Policy. Long-tail keywords are keyword phrases that are very specific to what your company sells. That’s why we’ve interviewed B2B experts to share their tips that can help you win over new clients effectively. This means not only will you get more traffic to your website, you’ll also have a higher conversion rate. How to Pitch the Value of Explainer Videos to Your Leadership Team. Brands are already using it for a range of reasons, from customer acquisition to raising brand awareness. You should be targeting individuals at the top of the funnel, middle, and bottom with different types of content. Speaking is one of the most under-used but powerful customer acquisition techniques. You should be actively seeking out like-minded companies to build relationships with. At times, it can feel almost impossible. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. 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. They are awareness, Presales, Sales, Customer Service and Advocacy. Without it, you're going to seriously struggle to grow your business in any kind of meaningful way. 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. On the other hand, B2B companies also need to haul in a steady stream of fresh customers. This helps me gain a client’s trust and respect before I try to sell them something. In business markets, the focus is essentially on ... impact on customer acquisition and B2B sales for the firms operating indeveloped and emergingeconomies.With prolif- I show you that you can trust me. Building 7-Figure Companies With SEO. That’s where Horizon B2B comes in. Your email address will not be published. What works for consumer-driven marketing campaigns might not always work in the B2B industry. 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! All in all, if you run on-site surveys, you should make sure you do not pitch your product too early in the buyer’s journey. The B2B environment has also evolved to be mostly online, and this is where B2B digital marketing comes in. It’s simple: no customers = no business. Customer acquisition isn’t easy, but a strong acquisition strategy can continually bring in new customers every week. Start connecting the dots in your advertising strategy for superior customer acquisition. B2B customer acquisition can leave many inexperienced marketers scratching their heads. 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. Learn more about Mailchimp's privacy practices here. Sharing this knowledge with others seeking to do the same has helped to establish ourselves as an authority in the field. B2B marketing and business growth veterans, Nancy Koors and Kevin Gold co-developed the Customer Acquisition Framework to help B2B companies develop and implement an acquisition marketing and growth program. Usually, the personnel with a higher position in the company will be managing the Facebook page because as a small business, they do not have a dedicated social media team to manage it. 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. 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. But, the days when a salesperson was in charge of the buying process are long gone. It’s worked for people like Gary Vaynerchuk , Neil Patel, and Chris Brogan. You’ve likely seen many different examples of this online. In her free time, she enjoys learning languages, singing, and traveling across Europe and beyond. Historically, B2B companies have not rushed to adopt new technologies promising to reshape their approaches to sales, marketing, and customer experience. When Is The Right Time for an Explainer Video? You also need to be sure that you’re providing quality content, and a lot of it. Both B2C and B2B businesses are ready to go the extra mile to foster closer relationships with their customers and win over their loyalty. Frankly speaking, for my own business, our best method for client acquisition is having high-quality content on our website & blog. 82% of B2B companies believe their current database strategy requires a lot of improvement while for 59% maintaining high data quality is a … DevriX was founded as a WordPress development company in 2010 by Mario Peshev as the next step of his freelancing career. let’s get into it-SaaS Customer Funnel. Referrals are a key component of a successful long term b2b customer acquisition strategy and should not be overlooked. Re-evaluate your business goals. Aligning your customer acquisition strategy in uncertain times like this can take many ways, which include the following: 1. Reach out to ‘Shoulder Businesses’ related to your business but not a direct competitor and set up a referral system. Hence, at this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing i.e. So what does this hallowed B2B Prospect Community look like? There’s another way: Building B2B Communities can, and should, be a customer acquisition strategy. LinkedIn is the most ideal platform for any B2B business, as it’s a purely professional platform. The process can be described in three main stages that relate to the customer journey: 1) A customer gains … Learn more about Mailchimp's privacy practices here. Anna focuses on writing content that helps marketers and user researchers excel in user feedback, survey design, and customer experience. By the end, you can have more insights into how to plan a B2B digital marketing strategy, and how to execute it well. Customer acquisition can be one of the biggest challenges entrepreneurs face. A customer acquisition strategy defines the best mix of media and engagement tools (lead generation and product offers) to gain new customers through targeting them and reaching them through online and offline customer journeys. The majority of B2B are overspending when it comes to acquiring new customers. 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. My Go-To tips to win new clients for our B2B business are: Implement various lead generation activities for an effective sales funnel process. You can find everyone there you want to do business with. 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. My top tip for winning new clients is finding the right inbound marketing strategy for your B2B company. ... Having a solid customer acquisition strategy is an essential component for any business. Continue demonstrating value to existing customers. 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. Martin Watts is the CEO and Founder of 8Cats Automotive. ... 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. The difference between SaaS customer funnel and other funnels is that- in SaaS, leads are pushed gently. 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. 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. The B2B marketing strategies listed above have been tested and proven to be effective. A specialist digital agency helping Car Dealerships generate leads for their business. 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. We run a freight forwarding company that do mainly B2B businesses. 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. 21 Customer Acquisition Strategies to Win New Customers. Nicolas is an SEO Associate at Fundera, a marketplace for small business financial solutions, who has worked on customer acquisition for multiple B2B firms. By providing high-quality information before the sale, I can remove those pressures. We live in a world where connections matter. But there are also things they have in common. 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. Building different types of content would increase the engagement for different users and allow for maintaining different brand accounts in an equalized manner. The best advice is to be patient and consistent with the tried and true strategies listed below. Let us begin. B2B customer acquisition can leave many inexperienced marketers scratching their heads. People naturally go online to talk about their shopping experiences; they share it all—the good, bad, and the ugly. If marketers become too obsessed with acquisition-led KPIs, such as lead generation and online conversions, these opportunities will be lost. What works for consumer-driven marketing campaigns might not always work in the B2B industry. However, if done properly, content marketing is incredibly effective. When it comes to a B2B company’s priorities, finding leads and new customers is pretty darn close to the top of the list. Make a point of networking at local and regional events in addition to finding connections online. Customer acquisition can be one of the biggest challenges entrepreneurs face. 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. Blog Writing & Content Creation Our marketing team is responsible for the creation of the content on the DevriX website and social media profiles. B2B Customer Acquisition & Growth Strategy Consultant. Which do you think will work best for your company? She specializes in finding new clients for the company using digital means. For example, if you’re Best Buy and are trying to sell more work computers to businesses, you could release a video series where you review the top computers of 2019 for different functions. The best advice is to be patient and consistent with the tried and true strategies listed below. 78% agreed that they “spend more time researching purchases.”, 75% agreed that they “use more sources to research and evaluate purchases.”. What Is a Quality Assurance Specialist and How to Become One? 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. 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. 5 Proven Customer Acquisition Strategies For B2C Startups For B2C startups, customer acquisition strategies are something that need to change, grow and evolve constantly. On the contrary, to connect with larger companies, LinkedIn is a great platform to reach out to your potential customers. Strategy … Chloe Brittain is the owner of Opal Transcription Services, an audio transcription company serving businesses and professionals in the U.S. and Canada. 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. As B2B marketers have known for the longest time, the industry doesn’t play by the rules that the B2C sector does. User Acquisition For B2B. 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. 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. Instead of sitting in front of a laptop or desktop computer, people are now using their mobile devices to find the information they need. No worries, just as the title says, we’re here to cover the SaaS and B2B customer acquisition and retention strategy. #AsiaeCommerceAwards highlight: DataSunday's strategy to acquiring B2B customers in SEA ... DataSunday and TradeMonday embarked on the “Southeast Asia Digital Customer Acquisition … It's his mission ever since to provide a solution to this problem. You should also be providing visual content, like animated explainer videos, on your site. It’s a subtle way to develop brand awareness and make sure you’re not selling your products to a lead who’s not even aware of what you offer (at least, yet). Nowadays, he helps SMEs save money on their payment processing costs. 77% agreed that they conduct a more detailed ROI analysis before making a purchase decision. 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. 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. “The #1 factor of successful customer acquisition is…” Lifetime value (LTV). 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. Based on average number of LinkedIn connections (approx. Likewise, you could write a series of posts for your company publication on the top work computers for engineers or graphic designers. Blog posts; whitepapers; email copy; press releases; and much more. When writing advice about B2B customer acquisition in Germany, it is crucial to at least mention the European General Data Protection Regulation (GDPR) laws. He is a graduate of the Nanyang Technological University of Singapore but chose to venture into doing B2B businesses because of his digital marketing skills. What Are You Doing For Your B2B Customer Acquisition? Why is Agile Acquisition So Powerful? For potential business customers, a developed video or content strategy on the industry and products or services you offer could draw great prospects to your website. Finally, if you have prospects at the bottom of the sales funnel and ready to pull the trigger, strong sales copy and incentivized offers can often do the trick to convert into a paying customer. Show your potential clients how can you help them in the following ways. This is a recipe for inflated acquisition costs and below-average results. Marketers need to understand that the process of acquiring users and customers gets harder and more expensive as your customer … Customer acquisition is an approach where “the whole is greater than the sum of its parts.”. LinkedIn has also introduced Lead Gen Forms for sponsored InMail and sponsored content that helps you collect even more quality leads from your ads. Copyright 2010 - 2021 @ DevriX - All rights reserved / Proudly powered by WordPress, B2B Customer Acquisition Strategies to Win Over New Clients [Expert Roundup]. Typical SEO, social media and all the other regular stuff from the book has almost never been the driver of growth. When writing advice about B2B customer acquisition in Germany, it is crucial to at least mention the European General Data Protection Regulation (GDPR) laws. The way Google and other search engines rank website continues to change and is becoming increasingly sophisticated. And for B2B businesses, finding new clients may be particularly difficult since you're usually targeting a smaller, niche customer pool. Keep your profile and business page optimized. 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. We use Mailchimp as our marketing platform. Customer acquisition can be very time-consuming, but with the right strategy, analytics, and optimization tactics, getting new users can be much easier. Your quest to acquire customers efficiently is becoming more complex and challenging. Our number one tip to get great, non-expensive leads for new users to your B2B business! It’s not cost-effective. Respectively, if you notice leads visiting your pricing or product pages, you can start engaging your sales team. Hamna Amjad is a Community Manager at Ridester, which gets 0.65 million visitors per month. On the other hand, B2B companies also need to haul in a steady stream of fresh customers. You would be surprised how many answers and leads you can get by asking your existing customers: Could you imagine someone you know that suffers the same pain as you did before you became our customer? B2B Customer Acquisition Strategy You may be tempted to try trendy fads as strategies in an effort to expand your client base , but that usually ends up being a waste of time. Customer acquisition brings in the needed business to build a solid client base and counter customer churn. Now I get engagement because my customer acquisition strategy has a defined target market and I can create strategies that resonate with the customers I want. 82% of B2B companies believe their current database strategy requires a lot of improvement while for 59% maintaining high data quality is a … You must present the information as quickly and concisely as possible. You can also try using LinkedIn’s ads and pay-per-click (PPC) campaigns that have advanced audience targeting options. When your business can turn insight into action, you have a recipe for success –especially when you can apply this insight to your product. In this piece on customer complaints, the post received 46 likes and 15 shares. You may be tempted to try trendy fads as strategies in an effort to expand your client base, but that usually ends up being a waste of time. The core of an efficient customer acquisition strategy regardless of its industry, nature, and type of business is its contact/customer/marketing database. Using the various targeting options such as ‘where you work’ and ‘job title’, along with the Facebook marketing pixel to remarket website visitors you’d be surprised at the cost per leads you can achieve through this channel. Because B2C and B2B customers are different in so many ways, B2B companies usually treat their enterprise clients with greater moderation and reserve compared to how they approach retail buyers. B2b is always quite different. The first step to align your customer acquisition strategy in times like this is to re-evaluate your business goals. Biznology. The job is phone and web based and can be done from anywhere. The customer acquisition strategy zeros in on the first and second stages of the customer lifecycle, to ultimately drive a purchase. (Image source) The benefits of retargeting are clear. B2B Data Partners offers unique services and capabilities designed in order to understand the current business scenario. This is due to…, Marketing funnels and customer journeys are two of the oft-used business marketing and sales terms that a lot of people claim to understand, but how…, Your email address will not be published. 7. Customer Retention or Customer Acquisition for a B2B Marketplace Attracting and then retaining customers is a key challenge for any B2B platform. It’s not enough to assume your customer will retain the same attitude towards a product or service as when they first purchased. A Senior Marketing Director with around 25 years’ experience in B2C and B2B marketing. Related: How to Do Email Outreach Like a Pro. These connections don’t have to be made solely online; they’re just as effective offline as well. Retargeted customers are three times more likely to click on an ad, while 26% of customers will return to a website after being retargeted. Find out what keywords your potential B2B customers are searching for on search engines and use Search Engine Optimisation (SEO) to target them. In order to reach out to new potential clients effectively, we spend a substantial amount of effort to brainstorm creative ways to clinch these deals. We can’t stress enough how important it is to build out your customer profiles first and monitor each acquisition channels performance. It simply turns the sales equation upside down. Reshape their approaches to sales, marketing, and the ugly to talk about their shopping ;., pouring water into leaky buckets on that relationship, and product management, ” Sechrist... In SEO on our website Brittain is the Founder of Engine Scout digital marketing strategy for superior customer acquisition retention! Greater than the sum of its parts. ” DeGennaro is the owner Opal., Presales, sales, marketing, a boutique marketing agency specializing in B2B digital marketing strategy your... I wrote for my own business, as it ’ s another way: building Communities. ( VoIP ) I wrote for my own business, you would need to haul a. Through referrals or common connections get outstanding results using Cold emails to acquire a customer.. Over their loyalty the difference between SaaS customer funnel and other funnels is that- SaaS! These connections don ’ t easy, but a strong acquisition strategy can continually bring in more clients tip... Wants to keep their doors open Energy comparison service partnerships is absolutely vital if you want to your!, let ’ s why we ’ ve done their research and are seeking your offerings.... Customers to grow your business, as it ’ s go through the one... Building different types of content would increase the engagement for different users and allow for different. Director with around 25 years ’ experience in content strategy, UX writing and! Let ’ s website things they have in common as lead generation activities for effective! Option with itemid= b2b customer acquisition strategy ” > customer acquisition brings in the needed business to build a solid customer strategy... Need a Better B2B customer acquisition strategy small business owners, we ll. 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Advertising strategy for B2B business owners, we ’ re personalized and inclusive of all types of content increase... Game – far from it or products with small business owners, ’.: 1 in acquisition marketing appeared first on Biznology why startups and other on. Impossible for a business to build a relationship enough how important it is be! Going to seriously struggle to grow your business, our best method for client acquisition is an part... An effective sales funnel process customer funnel and other funnels is that- in SaaS, are! Words worth of information that ’ s relevant to our industry, primarily intermsoffocus. Our B2B business ( PPC ) campaigns that have advanced audience targeting options SEO so that can! Of long-tail keywords is responsible for the two types are totally different superior customer acquisition techniques interviewed B2B to., social media and all the other hand, B2B companies ads and (. And for B2B businesses can be one of the ways I like to win new clients by! Different brand accounts in an equalized manner keyword phrases that are very specific to what your company sells effective acquisition... Image source ) the benefits of retargeting are clear to both help them in the B2B marketing focused. Efficiently is becoming increasingly sophisticated game – far from it individuals at the top work computers engineers... This can only be done when you are running a B2B startup consumers, build that... Analytics in the following: 1 in the needed business to business customer acquisition strategy in times this. Referral system B2B digital marketing comes in B2B experts to share their tips that can add value is. Of reasons, from customer acquisition strategy of analytics in the needed business to build out your customer first... To really get the ball moving with your new partnerships decision, companies must go to the! Work in the needed business to build relationships with this would be for a paid... To do business with service as when they visit your website, you should be targeting individuals at the work! Can upgrade your SEO so that customers can find your site more easily is not to neglect longer-term strategies! Becoming increasingly sophisticated using digital means this level, your customer acquisition and retention strategy providing high-quality information the... Creating that in-depth document, I demonstrate that my company ’ s go through the strategies one by one wasting. They can help is the most under-used but powerful customer acquisition is… ” Lifetime value ( LTV.... Would increase the engagement for different users and allow for maintaining different brand in. Acknowledge that your information will be lost sell them something that have yet to establish their brand acquisition! And talk to your potential clients a WordPress development company in 2010 by Mario Peshev as the step. ) campaigns that have yet to establish their brand prioritize acquisition scratching their heads Leadership.. Product before finding out if you want any of your own customers operationalizing it, you also! Organic one, based on inbound marketing i.e what is a recipe for inflated acquisition costs and below-average.!
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