3 Principles for Educating Prospects with Inbound Marketing for B2B

The purpose of inbound marketing for B2B organizations is to get leads to buy your option. Your remedy is much better than your competitors for a variety of reasons, right? What stands between them realizing that and becoming your customer?

Inbound marketing for B2B businesses can help more customers understand the value of your service. By giving informational content you can speed up and enhance their knowledge throughout the learning process and close more sales for your company. Using relevant and valuable content has many advantages.

Here are a few:

Learning at their own rate: An important aspect of inbound marketing for B2B business is content. When you give information content, leads can check it out and digest it as they have time, instead of pounding them with sales emails or calls at inopportune times during the work week. This allows them to self-educate and start learning about the value of your option before you connect with them later in the buyer’s journey.

Build brand name trust: Quality content will help you develop as an authority in the B2B market and enhance your reputation in the eyes of potential customers. If they find your free info useful, they may have an interest in what you are marketing.

Getting qualified leads: The more potential customers read your content, the more they will understand what you are selling. This will make it easier to convert them into qualified leads, and then customers.

Boosting web traffic: Inbound marketing for B2B organizations means optimizing your content using appropriate keyword phrases will help improve your position in online search and create even more web traffic to your B2B tech website. You can bring in more site visitors to your site by sharing content on social media and in customized emails.

Generating satisfied clients: Educational content prepares leads to make a more informed buying decision. When the customer is happy, they are more likely to come back to buy again.

Prospect evangelism: If your potential customers find your content helpful, they are more likely to share it with their contacts. Reaching a larger target market will help you increase your brand name recognition and the opportunity for making more sales.

Below are some ways to inform your leads on the value of your B2B tech option:

Research your leads

Pre-contact research is an essential part of the sales process. Specifying your buyer personas will help you personalize your content appropriately, therefore improving the chances of getting a positive reaction. You can look at your potential customers’ LinkedIn accounts to get ideas about their role at their company. Their Facebook accounts can also show valuable details about their hobbies, interests, and any connections in common.

It’s a good idea to also check out their company website. Where are they located? How long have they been around? What are their strategies? You can additionally check out their competitors’ sites. Having all of this information will help you better engage leads.

Take advantage of different types of content

According to Curata, 15.74% of businesses agree that content marketing is a reliable source of getting more qualified leads, yet using content to attract people is not just the job of a marketer. There are several types of content that you can use to inform and nurture your potential customers. You have to understand just what type of content to use at each phase of the buyer’s journey.

Blogs: Stats by Choose Impulse show that firms that blog at least once a month get 70% more leads than those that do not. You can use blogs to market relevant topics and share ideas.

Whitepapers and ebooks: Well-researched, long-form content can also be very helpful in informing leads. A whitepaper is a tech paper that carefully discusses what your company is about, how your service or product works, and what its advantages are. Whitepapers also address common questions people ask. Ebooks are much less tech-y and concentrate on informing readers on various topics in your market. Giving information will help develop you as an authority in the industry, enhancing your name.

Case studies: Most leads will want some evidence that your product or service will meet their needs. Offering a case study is a great way to show them that you can help them. Make sure the case study highlights the customer’s experience from start to finish. What issues did they have when they started? What strategy did you use to fix them? What were the outcomes? Remember to include real numbers to show what was achieved. For example, you can say that the customer’s email list grew by 40% in two months from using your remedy.

Endorsements: According to Social Media Today, customer testimonies have an effectiveness rate of 89% in content marketing. Favorable comments from your existing clients will help combat hesitation and encourage your leads to make a buying choice. Nevertheless, stay away from the temptation of using fake reviews since they will have a negative impact on your company’s reputation.

Use email automation

Research by the Content Marketing Institute found that email is one of the more reliable content distribution channels. You can ask your leads to sign up for your newsletter for a free ebook or report. You can then segment your list and send out useful information on a weekly basis. Make sure to just share content, and not make the emails a sales pitch. Nurturing your leads gradually with personalized content will help improve the chances of turning them into clients.

The final word

Using informational content to engage your leads and personalizing your strategy to help them resolve their issues is part of a bigger strategy within the inbound methodology. Your B2B Tech company can use Inbound to reduce sale cycles, close even more sales, and accomplish a greater ROI.

It can be hard to do this all alone. At Responsify, we work with B2B Tech sales and business development pros to offer strategy, support, and help in applying these tasks. By working together, we help marketing and sales teams bring in new site visitors, convert them to leads, and then happy clients.

We’ve helped many great sales pros inform their leads with content and speed up their sales process. Don’t hesitate to schedule a free strategy session to help you assess your current methods and find new ways to make them even better.

Let's talk about your lead generation.
Get a free assessment
We’d love to understand your challenges and help you explore new opportunities.
What to expect:
  • A 30-minute phone conversation
  • An evaluation of your website
  • Suggestions for improvements
What NOT to expect:
  • An aggressive salesperson
  • A canned sales pitch
  • An uninvited follow-up phone call
Get valuable feedback and learn more about how we may be able to help!