Acquiring new customers or lead generation still remains the #1 challenge for most companies trying to make a mark in today’s ever-changing digital landscape. And if you are into a B2B business, the struggle is a lot more daunting because convincing other proprietors requires the right strategies.
As per the stats, nurtured leads can increase sales opportunities by 20%. Still, 61% of the marketers claim that lead generating is one of the biggest challenges they face. But there is one strategy that holds importance in this arena. And that is an Outbound marketing strategy.
In this article, you’ll learn one of the most effective outbound marketing strategies– Account-based marketing (ABM).
First of all, let’s explain what account-based marketing (ABM) is.
In this option, you target your ideal customers that have the highest probability of becoming your future customers. In this, you get the advantage of various tools that allow you to create a personalized communication with those prospects.
For instance, your company can grow leads with tools such as outbound emails, filtered ads, calls, or even from social media. These tools work as communicators of your company to demonstrate your products and services to other corporations.
ABM tools convey the message of your company in front of the decision-makers. And, powerful messages can make them your potential customers.
Here’s the list of the top three ABM channels–
Email marketing
Connecting to the cold prospects through emails works as a staple of ABM. You can add descriptive content regarding your product/services via emails. Direct mails can persuade customers to buy the product your company offers. It works as a personalized marketing strategy.
Your company can consider adding discounts and coupons in the emails. It’s an effective way to nurture relationships with the customers. Personalized messages help in inducing quick decision-making of the buyers.
Sales outreach
Talking to your customers is the most effective way to influence them to buy your products. Even if a buyer isn’t ready to purchase, the phone call allows you to introduce your product personally. Your sales team can reach out to the prospects and schedule an appointment to inform them about your product.
As per the stats, 82% of the prospective buyers claimed they had accepted meetings with sales representatives after a series of cold calls. But keep in mind that cold calling needs sustainability to influence the potential customers. It may take seven to sixteen series of regular calls to arrange a meeting with them.
So, before you put any effort into improving your cold calls, it’s critical that you consider the ROI of your cold calls. You can click here and understand more about the ROI calculator to figure out the outcomes of your calling outreach.
Paid Advertisements
Due to the influence of digital marketing, there are approximately 3 million businesses active on Facebook. Similarly, LinkedIn has almost 30 million companies. So, what would be a better platform to advertise your brand than these two?
Personalized digital ads can deliver the message of your product to its right customers at a suitable time. Ensure your company invests in these advertisements to reach the maximum company owners to improve the chances of converting them into customers.
Wrapping up
B2C businesses are comparatively easier than B2B companies. B2C companies can reach their customers through many creative mediums. But B2B organizations need authentical tools to influence their prospects. So, make sure your company isn’t overlooking the importance of the tools mentioned above to generate maximum leads.
