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5 B2B Marketing Trends for 2015 That You Should Be Doing Right Now

We may have barely crossed into the second half of 2014, but if you want to have a big year in 2015, you should jump on your game plan now.

Lizetta Staplefoote

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As you lay the foundation of your 2015 marketing strategy, here are five marketing trends to give you a jumpstart on your big projects for the rest of this year and next:

Related: How To Be The Next Best Brand And Marketing Guy

1. Micro-targeting

It’s time to get to know your customers. Put away your one-to-many playbook and dig deeper into customisation and personalisation strategies to find the small, yet potentially profitable, subsets of your market and niche offerings. Touching these customers will require data parsing to create the kind of one-to-one conversations for successful micro targeting.

Where to start: If you don’t know who you’re talking to, you won’t know what to say. Committing to buyer persona development lets you deep dive into needs, lifestyle and motivations of your buyers. The work is well worth the ability to construct more relevant content strategies throughout the buying cycle, post-purchase efforts, and account-based marketing activities.

2. Paid placements are here to stay

Spend your money on the right content and platform. As social networks and large publishers move away from earned media into paid media, B2B marketing teams will have to spend more time – and money – investing in paid or sponsored placements to engage hard-to-reach business consumers.

Changes to the Facebook algorithm in late 2013 have already produced a 44 percent decline in non-sponsored brand content in users’ newsfeed. LinkedIn, Twitter, and even Pinterest now offer sponsored content placements and ads that promise specific reach. The days of free reach are over. If you don’t pay, your followers very likely won’t see anything you’re doing in the social realm.

Where to start: Understand which digital properties are performing best for you. Build budgets and relationships around content placement, sponsorship opportunities, syndication services and content-recommendation platforms. As you grow investments, optimize the types of content you’re publishing.

On social media, you may have to lose the cute pictures of the office dog or softball game trophy and cater to more educational content: short explainer videos, images from whitepapers and infographics that speak directly to your desired audience.

As always, pair posts with strong calls to action and supporting elements. For example, instead of publishing the whitepaper download link in the post, send interested users to a content-landing page to extend the conversation.

Crunch the data to determine which of your users will watch a video on Facebook but ignore it on LinkedIn, so you can get the right piece, in the right place, at the right time — without wasting ad dollars.

3. Mobile will dominate

Master it. Business users are consumers outside of work and expect the same types of integrated digital experiences that consumer brands like Coca Cola and Red Bull offer.

Your challenge is to create these digital experiences to fit the preferences and needs of your audience. For example, American Express and IBM have successfully walked the path of B2B omnichannel success with highly targeted digital properties that speak to very specific business users. And these efforts aren’t just flashy websites. They fold in mobile-optimised elements, offline activities and dynamic content offers and designs to round out the personalised digital experience.

In exploring omnichannel marketing, B2B marketers will discover what B2C marketers realised a few years ago – mobile is a hotbed of engagement. Forrester predicts that by 2020, 1 in 5 sales will result from data collected from wearable devices.

Where to start: Fine tune your mobile strategy to encompass the totality of content execution: persona profiling, content theme, design and distribution. Don’t assume the same 8000 pixel long infographic that did well with your target audience on their desktop and laptops, will have the same impact when viewed on smaller screens that require excessive scrolling and pinching to view (or published on third-party properties that arbitrarily squeeze your images into their specs.)

Employ dynamic-display technology to adjust content offers and image sizes based on users’ screen resolution. Power up your social-media channels with micro-content: create thumbnails (Facebook, LinkedIn), crop out images (Pinterest, Instagram) or build a slide deck (Slideshare, Scribd) to draw viewers with bite-sized chunks instead of long, overwhelming images.

4. Marketing automation tools will change the way you play

In the past, marketing direction was set by historical data. When market disruptions appeared, businesses retroactively worked to catch up. Existing marketing automation suites look to make real-time marketing real.

These systems combine traditional marketing activities like CRM, email marketing, content management, search engine optimisation, lead scoring and analytics into holistic tools to help boost response by delivering relevant and timely messages to prospects.

B2B businesses, particularly in the technology industry, have lead the way in the use of marketing automation tools. However, many businesses have struggled to integrate their existing tools into a single system to take advantage of all of the bells and whistles automation systems offer. For those who have made the leap, according to research from The Aberdeen Group, using marketing automation can increase conversion rates by over 50 percent.

Where to start: Look at your existing marketing tools first. They may even include options-extend capabilities like the app marketplace offered with Saleforce’s CRM suite.

Find opportunities to more tightly integrate them, rethink redundancy in tool feature sets (Do you really need that landing page builder when your email marketing tool includes a landing page option?) or opt to decommission them all in lieu of a comprehensive marketing-automation system.

Technology is only part of the secret sauce. As marketing automation grows, so will the demand for marketing technologists. The ideal marketing technologist possesses both an in-depth knowledge of the plethora of marketing-related technology options available and how to manipulate those technologies to drive results.

Related: Achieving your Goal with Individuality

5. The need for quality content will spotlight the importance of professional writers

As brands turn into publishers, their content needs will span beyond grammatical accuracy and into the finer points of writing compelling copy adaptable across platforms and written to the tastes of narrowly targeted personas.

The need for well-crafted copy and visuals goes hand-in-hand with one of content marketers’ consistent pain points of not being able to produce enough to fill their content pipelines.

In a 2013 copywriting survey by UK-based content marketing firm Sticky Content, two-thirds of respondents reported that product managers and marketing do the majority of the digital writing in the business.

They are already juggling so many balls, the time and effort they devote to crafting copy is decreasing. This will lead forward-thinking marketers to seek out either experienced content writers or outsource writing to agencies or marketplaces that specialise in writing or creating content.

Where to start: Where resources are available, stand up an editorial team 8- backed by style guides, templates and tools to support consistency – to oversee content quality.

Where skills lack in house, reach out to freelancers and firms to do the writing, allowing the content team to focus on strategy, placement and analytics. Be prepared to provide in-depth creative briefs and make internal documentation available to give you writer a complete view of what you’re trying to accomplish and your target audience.

Lizetta Staplefoote is a content writer with over a decade of experience writing for and managing content for technology, real estate and healthcare organizations. Driven by a passion for education and persuasion, she has produced award-winning projects, including whitepapers, ebooks, infographics, interactive pieces, video and blogs, to generate engagement and profits for clients.

Compete to Win

Who Are Your Real Competitors?

Do you know who your real competitors are, and why they’re winning business you could get?

Ed Hatton

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When entrepreneurs talk about their competitors, the talk is usually disparaging rather than admiring. The competitor gives bad service, they cheat, they only get business because of bribes or political connections, they deliver inferior products and do not pay taxes to reduce their prices. We seldom hear that their technology is great, their service levels enviable and their legendary efficiency allows them to sell at great prices. Yet many competitors must be as good or better than you; they are making sales while competing with you.

We want to see ourselves as better than our competitors, so we focus on their faults. Instead, rather develop your own value proposition, one that really does offer something special and preferably unique to the market. Then see how your value proposition stacks up against theirs. Doing this can be a sobering experience, you may find that you are not the greatest after all.

You then have the opportunity of improving your products, customer service, pricing, communications and customer relations to become competitive.

Five forces

So far, I have talked about traditional competitors selling similar products and solutions to yours. Prof. Michael Porter produced a neat model, the Five Forces of Competitive Position, showing that aside from traditional competitors there were competitive forces in the power of buyers, the power of suppliers, the threat of new entrants and the threat of substitutes.

In many industries the buyer-seller relationship is a very unequal one, especially if the buyer is a large organisation and the supplier is an SME. The buyer may allocate delivery slots, dictate pricing and terms and generally be in a position to give advantage to certain suppliers and make life difficult for others. Equally, where the supplier is extremely powerful they may dictate to their resellers.

Typically, the franchisor or supplier tells you how and where you may trade, forbids you to sell other goods and influences your pricing. In both these cases the imbalance of power means the rules may change adversely at any time.

Related: Competitor Analysis Example

The really serious competitive threats are of new entrants and substitutes, and these two threats are sometimes combined. Large local and international operations looking for growth could see the sector you occupy as an attractive opportunity. New disruptive technologies can change the rules and immediately capture large shares of the market. We may think that these trends will not affect our SME but there are numerous examples to show that is not true.

Simple ‘mom’s taxi’ school transport operations have been badly affected by Uber in wealthier areas. Precision engineers find themselves in hot competition with nerds equipped with 3D printers, legal and medical advice is dispensed online and even long-standing NGOs find themselves in competition with international apps. No one is immune from all the changes coming.

Competitive strategy

It’s a good idea to figure out a competitive strategy in advance. Business conditions are tough, and competitors will do everything in their power to take business away from you. Research and make notes about current competitors. Look for the things they boast about, their unique values, their strengths and weaknesses.

Place them on a position map so you can see which competitors are strong on experience, which boast about technology or customer service, and what type of customers they have. Then work out where you want to be seen in comparison to them. What do you have to do or fix to get to that position? Look for new technologies and trends that could affect your industry.

Examine big international players operating in the same product space in other parts of the world, and keep an eye on their expansion plans. Update your product and customer strategies to cater for what you have found. This is actually easy; almost everything is available on the Internet. The hard part is making your company less vulnerable to competitors.

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Compete to Win

How Excellent Customer Service Affects Your Business’ Bottom Line

Business owners say great customer service is important. In fact, it’s so important it can make or break your bottom line. Here’s how to make it work for you.

Peter Davidson

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Business owners say great customer service is important. In fact, it’s so important it can make or break your bottom line. Learning how this works will help you make improvements to your customer service that will bring more in to your business.

Why Customer Service Matters So Much

Bizness Apps says there are several reasons why your customer service matter so much, including:

  • This is how your customers remember you. Having a positive reputation is great, but customers tend to remember negative customer interactions more. Research shows that you’ll need 12 positive experiences to make up for one bad one.
  • Your customer service says a lot about your business. Customers often base the quality of your product on this interaction. This is why you should spend as much time and money on your customer service as you do on your products or services.
  • Customers want to feel like you care about them. By playing to their emotions and treating them with genuine courtesy and respect, they’re far more likely to invest their faith in your business. Pause for just a moment to think about how they pay your bills and that should help you genuinely appreciate them.
  • Good customer service honestly makes everyone’s lives easier. When it’s easy for your customers to contact you, it’s also easier for them to buy your products or services. This is why you should add contact forms and a FAQ page on your website and include customer service tools in your custom-built app. While offering other forms of contact are great, you don’t want to make it impossible to find your phone number.
  • Offering great customer service is a profitable marketing strategy. Word-of-mouth marketing does more than most A+ marketing teams can. Start by getting your customers raving about your company’s customer satisfaction standards then include customer testimonials and happiness ratings to show potential customers how much you’re there for them. When you tap into this and have your customers start your praises of their own accord, you’re tapping into a gold mine.
  • Don’t undervalue customer service because your clients always have alternatives available. It’s relatively easy for them to go to a competitor who’s offering them what you’re not. In fact, studies show that about 78% of consumers have backed out of transactions or failed to make an intended purchase simply because they received sub-par customer service. In today’s global marketplace, businesses that don’t have the tools to make it easier for their customers to do business with them get left behind.
  • Maintaining your customer base will cost you significantly less money than you’ll spend trying to attract new customers. Loyal customers are typically worth as much as ten times more than their first purchase. However, you won’t cash in here if you don’t prioritise customer success. If you’re wondering what the value here is personally for your company, stop and consider the money, time, and other investments you place in onboarding new clients. You’re guaranteed to save in all these areas by having your clients stick around.
  • While it’s important to drive traffic to your business, if you can’t transform this traffic into leads then the sales really aren’t much use. This requires a careful balancing act that you’ll grow better at as time goes on.

Related: Improve Your (Superior) Customer Service By Focusing On The Little Things

To Improve Your Customer Service, Choose the Right Phone System for you and Your Customers

Forbes says a cloud-based phone system helps with improving communication. In many cases this will help fix any problems you’ll experience in providing great customer service because now you can also provide over-the-internet support services. This is beneficial for your customers in several ways, including:

  • Maintaining consistency in customer interactions and minimising the number of touch-points or different contacts that are involved in each customer’s interaction with your company will improve both their satisfaction and their loyalty because fewer transitions between customer service providers means there’s fewer opportunities for an error to occur. Not only is this something research shows, but the same research also shows that each touchpoint in your customer chain must be held accountable for the end result of your customer’s interaction with your business.
  • You need to simplify and clarify any support text that’s on your website. If you can’t do this, they you should get rid of it altogether.  These small changes can help your customers help themselves so they won’t send in as many support requests. If you choose to get rid of your support text altogether, make sure you instruct your customers to email you for help. This may make it easier for you to keep track of your customers’ issues so you make changes that eliminate them in the future.
  • Listen to what’s being said about you on social media then respond appropriately. Every complaint or concern that’s raised online is an opportunity for you to win over additional customers while also solving your customer’s problem and increasing their satisfaction and loyalty.
  • Show your customers that you always put them first by checking with them throughout the onboarding process. Sending an email or a handwritten note expressing your appreciation goes a long way.

Related: When It Comes To Customer Care – Don’t Be Good, Be Awesome

Forbes continues on to say you never know when a complication with your product or service may arise. When it does you’ll want to work quickly to solve your customer’s problem. Even if they simply don’t understand how to use your product or service, it’s still up to you to fix this issue. Unfortunately, there isn’t always a simple solution available. Many times, you can fix it by offering exceptional over-the-phone or over-the-internet support though.

One Last Thing…

While you may feel like there’s a lot of information here to remember, Talkdesk says the most important thing to remember about this topic is it’s really hard to make up for a bad customer experience. Sure, we all make mistakes, but when it comes to customer support you really can’t afford to make them. Remember, it’ll take 12 good experiences for your business to make up for one lousy experience, which means you could lose out on a lot of money.

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Compete to Win

How You Can Over-Deliver To Gain The Advantage

Go over and above for the people you serve, and you will enjoy the benefits of an abundant relationship.

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Wise, established entrepreneurs know that over-delivering value — which simply means going above and beyond for the people we serve to deliver more satisfaction for our service and thus exceed expectations — is crucial to a business’s survival, growth and future. It represents the core of a company’s foundation. And without a solid foundation, a business is always vulnerable to a person or company that does over-deliver.

To ensure you don’t ever forget the importance of over-delivering value, here are three ways it will give you and your company a distinct competitive advantage:

1. Creates abundance

Success comes most to those who are surrounded by people who want their success to continue. When you over-deliver value, people may be sceptical at first, thinking that you are expecting something in return, but when you are consistent and genuine with your intentions, they begin to trust and appreciate that you are just thinking of them.

Related: Your Questions Answered With Alan Knott-Craig

You never know the value of the value you are delivering. But I’ve learnt that if you are consistently delivering greater value to people, your value becomes more and more aligned with the immediate needs of the people and companies you are serving — and abundance in the relationship is created. This is what over-delivering value is all about.

2. Earns respect

Entrepreneurs who take the time to over-deliver value are the ones who earn respect. Typically early-stage entrepreneurs tend to find ways to be the recipient of someone else’s value in a search for momentum.

You never know which transactional seed is going to grow, but when adding value to others, this type of seed is never forgotten.

For example, every quarter, I deliver a white paper to clients with the intention to challenge their thinking. My goal is for them to know that regardless of whether I am conducting business with them or not, I am thinking of them and thus strengthening our long-term relationship. And since my white papers focus on predicting future leadership trends and business strategies, when a related topic arises in one of their strategy meetings, they don’t hesitate to call me to discuss an opportunity for us to engage.

3. Enables distinction

Entrepreneurs who add value to others create and sustain a distinction in the minds and hearts of those they are serving. After all, most people are simply doing what they’re told to do inside the box they are given. Entrepreneurs can’t afford to do that.

Related: 7 Steps To Optimise Your Cycle Of Customer Service

We are the originators, the innovators and the opportunity seekers. We live our lives constantly in search of ways to add value to make things better. We disrupt the status quo. We are not in the business of fixing the old ways of doing things. We create new ways of doing things. If entrepreneurs are technically the experts at adding value through our products, services and brands, why can’t we add value through the people we depend upon most for our success?

Over-delivering value is the key not only to being a successful entrepreneur but also to the entrepreneurial mindset we must continually cultivate in ourselves and others. No one is successful alone. We must see the value in over-delivering value by being other-directed and connecting dots of opportunity with focus and purpose to become smarter and wiser, while making ourselves invaluable to the people and businesses we serve.

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