Today most companies have been struggling to reach leads. On the other hand, the internet is a good way to reach leads.
There are different kind of ways to build a bridge to leads upon the internet:
1-Company website,
2-Company social medial accounts and internet ads,
3-Employees social selling,
4-Cold outreach,
5-Marketplaces.
B2B working companies are new on the internet. Before this, they mostly use outbound resources to reach leads like expos, billboards, brochures, etc.
There are 2 types of goods for B2B working companies: Industrial goods and consumer goods.
Even if your target customers are industrial or consumer goods buyers, the B2B buying journey is more complex rather than B2C. Individuals mostly are decision-makers themselves and prices are low.
On the other side, B2B means prices of goods are changeable in the way of stock statuses, order quantities, logistic costs, etc.
What should you upload to your website? E-commerce may not fit your company but either way, you should use the power of content and resources on your website! What are the contents and resources of a company?
Contents can be thought of as blogs about products, installation steps, commissioning durations, videos, etc.
Resources can be thought of as product names, order codes, and descriptions. For example, technical data sheets, installation guidelines, commissioning checklists, etc.
Use them on your website! All of these mean online channels to your company! Upload them without prices!
Now, think that you have content and resources on your website! Distribution of them is also important.
Social media and internet ads? For example, you can use social media accounts and internet advertisements for the distribution of content and resources.
Because on the day 1st, search engines will not index your URLs. You can share them as blog links from social media.
Regarding advertisements, B2B is not like B2C campaigns. FOMO (Fear Of Missing Out) or BOGO (Buy One Get One) or anything like these is not effective on the B2B side. You should focus to increase awareness in the first step.
Employees' social selling? Your company's social media accounts are not the only way to distribute your content and resource. Also, your employees can use them in their social selling.
What is social selling?
It is the thing that someone in your company should talk about “jobs to be done” belonging to your company. They can also join communities related to your company.
For example, you are the seller of a drill that produces a hole in something. The job here is producing holes. They can talk about producing holes with some other people. These people may be your future customers. Then your salespeople can also talk about how your success producing holes at your company. This is simply social selling.
When they talk about your company's “jobs to be done”, they need links to content and resources.
Cold outreach? One of the distribution methods is cold outreach. You can send your content and resources to your existing customers and future customers.
You can create cold emails in different kinds of templates and send them by customer awareness levels.
What are customer awareness levels? Unaware, problem aware, solution aware, product awareness, and most aware.
Each content and resources depend on the awareness of your customers and future customers.
B2B marketplaces? If you don’t have a website and don’t want to invest in it in short term, you can prefer B2B marketplaces for your company. On the other hand, if you have a website, you can use B2B marketplaces as alternative online channels.
It is a very important concept of B2B marketplaces. Some of them are for consumer goods and some of them are for industrial goods.
For example, Bidustry is a B2B marketplace for industrial sellers and buyers. You can upload thousands even ten thousand goods without prices. It means online channels for your company. There is no commission fee upon requested quotations.
Yes, quotes. Buyers can create a quote form or send a message to sellers. Also, if you have re-sellers you can invite them to answer those requested quotes for your products. Thus buyers can reach more sellers with a few clicks.
The best part of B2B marketplaces is there are other sellers registered. It means your product will be valuable with other sellers' products. It is such like collective movement. At Bidustry, you can reach other sellers from the categories like mechanical, civil, electrical, hardware, machine, chemical, raw material, or others.
It is important to have a second or third online channel from other websites. Buyers can prefer those alternatives.
As a result, all, contents and resources are important for your company, and distribution of those is more important!
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