What Are Good Ways to Promote B2B Service Companies?
We serve a very niche industry and are looking for ways to expand our client base. Looking at other B2B service companies, what have you found to be good ways to get your company in front of more prospective clients who need your niche service? I aim interested in all different types of connections including via internet, hardcopy advertising, in person networking, etc. What have you tried and what has worked best for you?
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Answers (1-3)
Hard to offer much advice for you directly without more information.
Any way of developing connections can work if done well. In person is typically most effective although this may be changing with millenials...You need to go in with a strategy and, hopefully, have researched who will be there and who you especially want to meet.
Cold calling can work, but again, you need skills and strategy. Not my favorite strategy but I know people in my industry who do very well with it.
Walking into a business is a staple for sales professionals. Test and measure works for you. Take a few seconds and leave a brochure, then return or try to engage in some conversation.
Online? LinkedIn can be great. You can easily target your prospects very precisely. Don't just jump into trying to sell them directly, though.
Could be that any of the other social media platforms could work (don't know your niche). Webinars, lead bait, etc can all be effective.
I know there are others, but bottom line is chose a strategy, develop a plan, develop (or outsource) expertise, and give it a shot. If it works, great. If it doesn't work, try something else.
No question that every business is different and unique in their own way. There is no one tactical answer. In fact that is one of the first mistakes most businesses will make - to start with trying to determine the best tactic to use. When in fact it should start with strategy. Messaging and points of differentiation. How do you stand out in a competitive market? Then look at your target audience and secondary audience - who are they and where are they? Align message strategy and creative execution then build out a tactical plan and execute. Start with strategy and end with success.
Find out where your niche market hangs out and hang out there too. What web sites do they visit, what social media do they use, what industry events do they attend? Be present wherever they go, become a thought leader in those arenas.