A B2-B business needs more trust and seriousness than a B2C business. Three key areas need to be targeted when scaling a business as:
- Customer targeting
- Customer conversion
- Customer retention
Each strategy needs to be focused on a single goal, increasing sales. All three must receive adequate attention to achieve your targeted growth. In this article, we’ll focus on all the possible ways to scale your B2B business.
- Customer targeting
It is the most initial and basic step to building your sales funnels. Despite the kind of business you run, you always need more customers to grow. Focus marketing efforts to expand your raw customer pool so that you have a bigger audience to work with. You can make more investments in this area in several ways, including:
- Social Media
Maintain a social media presence to reach the target market. Build up a presence on such same channels and market to them with attractively designed content (imagery, audio, video, text as appropriate). You can encourage confidence in your business by a legitimate account.
- Partnerships
Collaborate with other businesses to establish marketing campaigns to gain access to curated audiences. It reduces your investment while producing the same or better results.
- Referrals
Encourage your existing, satisfied customers to organically promote your offering to other target businesses in varied ways. The information should be highly visible. If you run any affiliate programs, make them extremely accessible and easy to use.
- Content Marketing
Generate valuable, engaging content for your target audience. Attract them to do business with you by showing extensive knowledge and visibility.
- Advertising
Invest in paid advertising to increase your visibility on various channels. Try new channels, and focus on the ones that yield the best results.
- Customer conversion
The next step is to convert the attracted customers into billing customers. You need to be keenly focused on each customer’s needs to maximize the results. Respond to their queries immediately and reach out to them through the channels that they are most comfortable with where they first touched base with you.
The productive employees make sure to speak to them as unique entities to make them feel special and important. Make them feel involved by offering relevant products/services, and let them know that you are available to assist. When you make the new customer believe you truly value a customer by showing that you want to help them meet their needs from start to finish, they are more likely to want to do business with you.
- Customer retention
Customer satisfaction is the key to their retention. When you end up establishing and developing strong professional relationships with your business customers, you are laying down the groundwork for long-term business from loyal customers. It is where all your investments pay off big time. You need to nurture customer relationships to encourage recurring purchases, whether for products or service packages. Make them feel comfortable with you as a partner by making sure that they know you are available for them.
Verdict:
The efforts to start adding new customers to your funnel end up in efforts to retain them. You have to begin from the point where your business is weakest. Focus on the basic three strategies and invest more in them. Solve your problem areas first and find a balance and spot where you need to focus more effort to get things running smoothly. After setting up your system to meet your specific needs, you will start to see stable growth in your business!