Everyone who works in digital marketing companies, we know the great challenge of making successful strategies to get customers to companies that sell to other companies.
We usually believe that those who are looking for a service or product, which has a company as a recipient, do so from a different position than the end consumer.
- Generally marketing campaigns that are not well designed generate poor quality forms. This is the first of the mistakes that are usually made when designing BtoB strategies.
For example, we have the challenge of selling furniture for companies in large volumes, of such magnitude as to equip many jobs. How do we differentiate the one looking for a desk for your own home, from the one you want to buy at the wholesale level to furnish an office?
It is a mistake to think that whoever buys at the wholesale level, will do his search on Google with a phrase like: “wholesale desks”, for example. This does not happen, unfortunately he who looks for one or a hundred desks, it is common to do it with the same word “desks.” That’s when the unwanted effect occurs: make our customers spend money to receive a retail prospect.
There are many ways to complement the strategy so that the percentage of non-BtoB consultations decreases and the results are as desired. The key is to know how to find the right point between the two parties and always try to take advantage of the graphic resources provided by Google, Facebook and Instagram.
We recommend the use of content and remarketing network campaigns, so that the campaign is aimed directly at those who will need that type of service or product.YouTube ads help a lot to make clear what the proposal is about, as well as the clarity of the page where the leaflets will be captured.
It is one of the most difficult tasks of Digital Marketing but that, with determination and creatively using the available tools, it is possible to achieve successful results.