B2B Marketing Tips for Small Businesses

A proper marketing plan is very important for the success of any B2B company. However, marketing in the rapidly evolving business world is not easy. You will need to find the right balance between traditional techniques and the new digital marketing trends that are emerging on a daily basis.

Here are some marketing ideas which could help you attract more B2B leads:

1. Trade shows

One of the best ways of connecting with prospects and customers is through exhibitions and trade shows. Engaging face to face with people build trusts and enhances the chances of making sales. However, this does not mean that you have to attend every trade show that comes up. Only choose credible events which you are certain your target audience will be attending. Before the day of the trade show, be sure to create awareness about it. You could even offer an incentive to encourage people to visit your stand. Don’t forget to collect contact details of your visitors. This will help you follow up once the trade show is over.

2. Content marketing

Every B2B company needs to have a solid content marketing plan. Content marketing can help create awareness about business and brand, establish you as an authority in your industry, and thus build trust with potential customers. You can use content such as service comparisons, client interviews and video testimonials to persuade people to buy. Webinars, product demos and an FAQ section in your site can further boost your conversion rates.

3. Search engine optimization

It does not make sense to have great content if people cannot find it. Therefore, search engine optimization (SEO) is very important for an effective content marketing strategy. You need to find out which popular keywords of phrases your audience uses when searching for products or services similar to yours. The good news is that there are numerous tools such as Google Keyword Planner can help you find the right keywords. Make sure the keyword appears in your meta description, page title and image alt tags.

4. Co-marketing

This is one of the most overlooked marketing strategies. However, when implemented properly, co-marketing can be very lucrative. Co-marketing basically involves developing a mutually beneficial partnership with other companies that sell complimentary products. This way, you can refer your clients to their business and vice versa. For example, if your company sells fitness equipment, you could partner with another that deals in food supplements. This kind of referral marketing can increase your leads significantly and boost your sales.

5. Thought leadership

Every industry has thought leaders; people who are respected for their expertise. Their opinions are usually highly regarded than those of others. Therefore, being a thought leader in your industry can boost your B2B marketing efforts significantly. One of the best ways of attaining this status is by getting published in respected industry blogs and magazines. You could even consider writing a book addressing a specific industry issue. Hosting or speaking at events such as conferences and seminars will further enhance your reputation as an expert in the industry.

Charles Mburugu is a professional blogger who writes for TechBlogKe. You can follow him on Twitter @techblogke