No matter how successful your B2B company is, you still need to keep your eyes open for new business opportunities. You should not be too overjoyed with what you have achieved, since B2B sales are getting tougher. Imagine what would happen if you stopped looking for new business opportunities, while your competitors keep thriving!
Businesses in the B2B sector that use sales management systems might improve their sales performance by implementing this solution. This system will help their business increase the productivity of the sales team, because of the size of manual activities so that it no longer wastes a lot of time. Companies that already have a difficult cash flow condition can benefit from this technology as well, because it, for example, may automatically remind consumers of payments.
Therefore, you should let your guard down. Generate more qualified leads. Gain more positive customer reviews. Maximize your business opportunities with these seven effective ways!
Table of Content
1. Look for Business Opportunities Through Various Channels
You should not only focus on one sales channel. Your leads might use various social networks and you could meet them anywhere. Thus, look for them through various mediums both online and offline.
Set up lead magnets on your website. Lead magnets must consist of useful content and be desired by your website visitors. These could be videos about your product or service, ebooks, discount coupons, free trials, membership registrations, and a lot more. Advertise your lead magnets with the right keywords and bids.
Strengthen the website’s ranking. Consider creating a blog containing beneficial articles for your website visitors. Utilize various keyword research tools such as Keyword Planner, Keyword Tool, Wordtracker, etc., to find the right keywords for your content. Then, use a keyword grouping tool to filter the best keywords for use. Use a free content optimization plugin like YOAST to ensure your content is SEO-friendly.
Facebook, Twitter & LinkedIn
Facebook, Twitter, and LinkedIn are still considered the most effective sales channels. You don’t have to use all these three social networks together. But if you haven’t used any of them at all, this is the perfect time to start. Not only can you post your ads, but you can also join various business communities, particularly on Facebook and LinkedIn. Some of these B2B networks offer features like LinkedIn premium that can help your marketing strategy reach new heights and save you time.
Aside from using digital marketing, you should look for new business opportunities offline as well. Conduct seminars, training, or conferences to reach more qualified leads. You can hold your own events or collaborate with partners. Collaborating with reputable partners can help increase public trust in your business.
2. Analyze Your Lead Sources
After intensifying marketing techniques on various channels, let’s start analyzing your lead sources. Know where your leads come from, whether they come from your blog, your Google ads, email marketing, and so on.
Figure out which channel generates the most leads, which one generates qualified ones, and which one generates unqualified ones. After analyzing this, you will be able to allocate your budget to the profitable lead sources only and eliminate the others. Monitoring and analyzing leads regarding sales and marketing of your business can currently be automated using CRM software. The software will present a full report on sales automatically, as well as manage potential lead data.
3. Take advantage of Marketing Automation
Make use of email addresses that you get from each lead magnet that you set up on your website. Create personalized marketing campaigns using a marketing automation system. Personalized emails usually get higher open and click rates than mass emails.
Marketing automation can also help you automate email scheduling for all your campaigns or newsletters, create customized messages for visitors who enter certain pages on your website, and a lot more. With this system, you will also be able to do remarketing easily, because it automatically stores your visitor data in a centralized repository.
4. Use the 60/20/20 Method
The 60/20/20 method is a strategic approach to time management. Instead of spending 100% of your time focusing on one thing, it’s best to allocate your time using this method.
First, allocate 60% of your time to proactively focus on tasks that really add value to your business or cannot be done by others. 40% of your other time must be divided into two categories: 20% on planning and 20% on strategizing. Planning means dedicating time to resources and schedules for business operations; strategizing means taking the time to evaluate how you can improve your business performance, your customer experience, or your profit model.
In order to save time, money, and energy, consider using an automated CRM solution. It can help you manage customer data, identify potential customers, distribute leads to the right salespeople, monitor sales status, prioritize leads, and much more. Thus, you and the sales team can focus more on bigger business opportunities and provide better customer service.
5. Increase Your Online Reviews
Most B2B decision-makers do online searches before making a purchase. They would look for honest reviews to support their buying decision. In order to gain more business opportunities, you should post reviews of your service or product on your website.
Do not think of buying customer reviews. Dishonest reviews will only degrade your website’s ranking and damage your business reputation, so don’t take risks.
6. Create Referral Programs
Did you know that your existing customers can be profitable lead sources? Create referral programs by offering your existing customers special prices if they can successfully bring new customers to you. This will not only benefit you but also your loyal customers.
Another way you can try is to allow other people to become your resellers. You can set up profit-sharing agreements in advance. However, recommendations from customers who have used your product or service are usually more effective.
7. Collaborate with Influencers
Working with reputable influencers can help maximize your business opportunities. First, you have to find influencers that are relevant to your business as well as your target customers. They must understand the product or service you are selling so that they can be great brand ambassadors.
Collaborating with influencers through advertising has popularly been done by various types of businesses because despite being costly, it is the quickest and easiest way to increase brand awareness. However, there are various other ways you can try. For example, you can invite an influencer as a guest star at your event, or ask a popular blogger to write articles about your product or service. Pharma companies invite medical professionals to increase their HCP engagement for their brand.
The development of business, especially B2B business, then in the future will face many challenges. One of them is a change that adapts to the times. Businesses should be able to see the prospects in the next few years. This prospect analysis will later be used as a reference in the sales process to marketing in the future, whether there are changes or something that must be improved.
In addition to implementing these seven tips, you can also implement a marketing automation system from HashMicro in order to create marketing campaigns that are relevant to the target market, facilitate lead conversion analysis, and create strategies that can be personalized with various customer characteristics. HashMicro as the best ERP software service provider in Indonesia has been trusted by more large to medium-sized companies. They have switched to HashMicro and now it’s your turn to digitize your company’s marketing activities.