ESYB2 064 - B2B Company Marketing Plan
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[00:00:00] In this video, let's talk about a marketing plan for a b2b company. This can be selling directly to companies. This can be selling to universities. This can be even trying to sell to you military, but of course, selling to military is very, very difficult and it's its own animal, but this is going to be on general b2b marketing.

And generally, because you're selling b2b, You typically have larger average sales, meaning you can invest more in your marketing, meaning your outreach, the direct outreach can be stronger. It's not just spam and blast out a lot of people. It's more relationship building and you can invest more time. You can get on more calls and couple that with better customer support.

precisely because there's fewer potential customers who are more valuable. So you give them more attention. It's kind of like the agency marketing, but if the agency is targeting relatively small businesses, relatively low paying clients, then it doesn't pay that much to invest in every client sale. But in [00:01:00] traditional B2B sales, you can get 5x, 10x, 20x more revenue per client if they're bigger clients.

So you just invest much more time and effort and care into your sales. Also because usually B2B sales are in some industry and some niche. You would want to build awareness by getting publicity in that niche. So when you do a cold introduction, when you do the outreach or when your sales people do the outreach, the company on the other end, their representatives, they're not going to be like, Hmm, we don't even know who you are.

If you did a little bit publicity, if you get a little bit. So if you in your niche and industry, then they'll be like, Oh yeah, of course we've seen your video or we read about you in this magazine or we've seen your work elsewhere before you do great work. And so of course it's going to be a warm initial conversation instead of you having to explain, well, here's what we do.

So if you get publicity, they'll already know about you. When you contact them [00:02:00] and it's going to help your sales process along also, surprisingly, even though people don't think that SEO and traditional platform marketing like YouTube or Amazon or wherever works well, actually sometimes it's not just all about you reaching out to clients.

Sometimes the clients, they still do some research on their end and how do you think they're going to do research? They're going to search around. And sometimes they're going to search Google, but sometimes, let's say you sell a product to companies, a physical product. Well, if you put it on Amazon, sometimes the Amazon listing comes up in Google search, sometimes they go straight to Amazon if it's for a product.

So it's not uncommon. That they actually will find you by researching. So being on sites like Amazon or wherever makes sense for the kind of thing you're selling can help potential clients find you and actually makes your sales process much cheaper because they found you and they already want what you're offering.

So that's a fantastic and automated way. For how to sell. [00:03:00] In fact, that's actually what I do. I have a B2B product that I offer. I sell content licensing to companies. And I don't go out and make sales because I don't have a sales staff. But I made sure that when people do the research, when they search, they find me.

And it's a good addition to my main business. Without taking a lot of extra time. Also, because you're going to be probably selling in a niche, just like you want to get publicity from other sources, you can and maybe should invest or at least consider investing in building up your own influencership or authority building inside your niche.

Because if you are the most authoritative source in your niche, then, of course, when people need the kind of product or service you offer, they won't even have to research. You'll be at the forefront of their mind. They'll associate you with whatever they need. And they might just go to you directly, because you've built up that, that's branding for you.

That's a very strong branding. [00:04:00] You control because you're building up your own influencer ship with content creation and so on and so on. So those are the main strategies for a B2B situation. Of course, B2B can be very, very different from one to another, but these are general strategies that tend to work best.

