How to Market to Other Businesses
Marketing nowadays is largely focused on B2C efforts, but what about those companies, like yours, that mainly offer services to other businesses? B2B marketing has significant differences from B2C marketing efforts. For starters, the audience is completely different. The tools that lure in consumers won’t work the same for other businesses. With that in mind, here are several tips that will help your business market to other businesses:
Be Present on Professional Social Networks
Social media marketing is a staple of B2C marketing. Despite popular belief, social media marketing is important for B2B marketers as well. However, the main difference is that you have to know which social networks will work. Social networks like Twitter and Instagram are mainly geared towards consumers, not businesses. So, if you want to build a B2B social media presence, you need to focus on professional networking sites like LinkedIn. It will also help to have a Facebook profile as well, even though your ability to market to other businesses on this platform will be limited.
Offer Integrated Services
Businesses that seek to outsource certain tasks or hire third parties mainly look for two things: speed and efficiency. You can guarantee your customers both by offering B2B integration. This can make information sharing, collaborating, and communication smooth when the two companies are engaged in a project. This can be quite useful when interacting with suppliers or collaborated. This level of integration can save time, reduce overall costs, and also reduce the risk of making silly mistakes. Businesses that offer this feature to partners will have a better chance of increasing sales.
If you want to meet potential customers or partners for your business, you will find them easily at conferences that relate to your industry. People network profusely at conferences. So, these venues offer excellent opportunities to network and find clients that will need the services your company is offering. Also, face to face contact can build trust. If a potential client hears of your company at a conference, they are more likely to consider your services, rather than another business they might see in an advertisement.
Build New Contacts within the Industry
Networking and building new contacts is very important to keeping B2B marketing efforts alive. As mentioned above, you can attend conferences to find potential new clients. Likewise, attend events and engage in similar activities to build your company’s presence in the business world. Network profusely to get your name out there. If your business does this right, inquiries will flow in.
Offer Discounted Rates in return for Word-of-Mount Marketing
The best way to attract business from other companies with word-of-mouth marketing. Unlike consumers, other businesses do not easily fall for advertising slogans. They seek reputability and trustworthiness before hiring services from another company. The best way to build trust and attract new clients is by having existing clients recommend your services to other businesses they know. Some clients might do this without nudging on your part. However, most clients will be more willing to spread the word about your company if you offer them discounted rated. This is a good business and marketing model to try at the beginning.
Also, do not overlook print advertising. Other businesses continue to be highly active on trade publications. If you really want to drive traffic and interest, advertise on trade publications.