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4 Tips to Consumerize Your B2B Marketing

Posted By Mariel Bacci On January 16, 2013 @ 1:38 pm In B2B,B2C,Consumer-Generated Content,Contest,Customer Reviews,Guest Writer,Improving Conversion,Lead Generation,ROI,Relationship Building,Sales Complexity,Technology,Tools,case studies | 77 Comments

[1]4 Tips to Consumerize Your B2B Marketing

Everyone can see the lines between the business and consumer worlds blurring. In the technology world, this manifests itself in what’s being called the “consumerization of IT” where popular consumer technologies (e.g. smartphones and apps) are bleeding into the enterprise. This trend extends beyond IT and touches many facets of the business and your B2B marketing strategy is no exception.

Today, Derek Singleton will show you some ways
your B2C marketing strategies can be used to make you more successful in the  B2B marketing world. You can use these strategies to market to the common business user, create transparent pricing and offer a frictionless buying process. Here are four ways that your B2B marketing plan can borrow best practice B2C strategies [2] to consumerize your marketing:

1. Use Marketing to Reduce the Need for Outside Sales

One of the strengths of B2C marketing is that abundant product information is usually available online, pricing is transparent and it’s relatively easy to make a purchase. Of course, B2B purchases are often several orders of magnitude more complex than a B2C purchase [3], but B2B marketers can provide similarly detailed product specifications, demos and more on the Web to help educate buyers. In addition to providing detailed product information, publishing fixed pricing and providing Web purchasing options can go a long way toward smoothing out the buying process and reducing the need for an outside sales force.

2. Optimize your Lead Generation Form

One of the worst things you can do to your B2B conversion rate is aggravate  guests who are ready to to make the leap into using your service.  While B2C sites should optimize their sites with a one page checkout B2B sites should focus on trying to clean up their lead generation form [4] so that it asks for as little information as possible.  As the old saying goes “Get them to convert and worry about the details later.”

3. Offer a Free Trial of Your Product
While it’s not possible for every B2B company (e.g. insurance companies) to offer a free product trial [5], companies with a low cost of goods sold (e.g. Cloud software) should consider offering their product on a free trial basis so buyers have an idea of what they can expect when they make their purchasing decision. However, in order to generate leads, it’s important that B2B marketers don’t give everything away and force a purchasing decision at some point. This can either come in the form of a trial expiration date or a only allowing paying members to use a certain product feature.

4. Create Customer Challenges to Encourage Feedback
Customer testimonials are a great marketing tactic but finding the right people to be your advocate can be difficult. To encourage more customers to get involved in marketing, B2B companies can create challenges for their customers that offer a reward upon completion of the challenge. For instance, B2B marketers can gamify their customer feedback by creating a challenge for customers provide a case study for how their product has helped them improve their operations. In exchange for offering up a compelling case study, marketers provide Amazon gift cards, or give away a service at their company.

5. Turn Your Marketing into a Game
In keeping with the gamification trend, B2B marketers can turn their educational marketing into an actual game. While this can be difficult to do in the B2B world, I recently found a great example in the networking company SonicWALL, which created a game designed for IT professionals called The Network Security Challenge. The game asks players to try and decide what to let past the firewall as potential threats come up. As the game progresses, threats come in faster and faster until you inevitably fail. The point is that no one can manually decide what to let past a firewall, so you need an enterprise network security solution like SonicWALL to automate the process. The game ultimately helped SonicWALL to sell tens of thousands of dollars of network security from the leads generated. B2B marketers everywhere should consider how they can teach the need for their product by creating a similarly educational game.

Research for this article was put together by Derek Singleton, CRM Analyst at Software Advice–a website [6] that helps software buyers select the right software to support their business. You can connect with him at derek@softwareadvice.com [7].

This isn’t an exhaustive list, but it provides a framework to help B2B marketers start to think about how they can borrow B2C strategies and roll them into their marketing.  We can help you cash in on both your B2B and B2C efforts [8] in no time! If you have any other tips to provide readers, please feel free to leave a comment below.

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URL to article: http://www.grokdotcom.com/2013/01/16/4-tips-to-consumerize-your-b2b-marketing/

URLs in this post:

[1] Image: http://www.grokdotcom.com/wp-content/uploads/2013/01/B2b-B2c-1.jpg

[2] your B2B marketing plan can borrow best practice B2C strategies: http://www.grokdotcom.com/2010/02/03/can-conversion-rate-optimization/

[3] B2B purchases are often several orders of magnitude more complex than a B2C purchase: http://www.grokdotcom.com/2009/04/21/can-your-website-handle-the-complexity-of-your-sale/

[4] clean up their lead generation form: http://www.grokdotcom.com/2010/01/22/graduating-prospects-getting-the-most-out-of-your-customer-information-form/

[5] offer a free product trial: http://www.grokdotcom.com/2008/01/08/100-percent-risk-free/

[6] a website: http://www.softwareadvice.com/crm/

[7] derek@softwareadvice.com: mailto:derek@softwareadvice.com

[8] We can help you cash in on both your B2B and B2C efforts: http://www.futurenowinc.com/client_success.htm

[9] Image: http://twitter.com/home/?status=4 Tips to Consumerize Your B2B Marketing http://bit.ly/GROK-ConsumerizeB2B(via @GrokDotCom)

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