If your demand generation techniques aren't up to par, you're missing out on a great opportunity to drive more sales for your business. Without great demand generation marketing tactics, your business is on its own when it comes to racking up potential customers.
In order to help your business out, you need the best of the best marketing techniques and demand generation strategies. If you're not sure how to go about generating more demand, have no fear. We're here to help.
If you keep reading, you'll learn the best demand generation marketing techniques you need to be using. These will help you build your brand's reputation, increase your engagement, and get you more sales.
1. Develop a Specific Buyer Persona
As you're looking to develop a new demand generation marketing system or improve your current one, you need to have a clear idea of who your ideal buyer is. To do this, you need to construct a specific buyer persona.
Every great B2B company has a specific buyer persona that their marketing team has taken time and energy to develop. It may take a while to figure out exactly who your company is looking to sell to, but the time spent is worth it.
Understand your buyer persona and give him or her a name. Use this pretend business profile to determine how you're going to tackle leads in the future. Targeting your content towards this specific kind of buyer will improve your company's demand generation process.
2. Educate Your Audience
Everyone loves a free sample. The best part is that you don't have to be a chef to give free samples out.
If you can make small eBooks or short videos, you can distribute them to your audience. Typically, companies allocate this free information in exchange for the reader's email or phone number.
Your audience is likely to share these free resources with their friends. This is a great way to generate demand exponentially, because people will naturally look at your other products after seeing your free offer.
3. Study Your Prospects
You need to know the people you're trying to sell to. Make sure that you're studying your target audience and gearing your marketing methods towards what those people want.
Learn about what industries and authorities your target audience is currently turning to as well. This will give you an idea of how you can win them over.
You should also make sure to look at how your target audience is responding to everything that you've posted and released thus far. This will give you an idea of what they want more of (or less of). Using this information, you can decide whether or not to make more of a certain type of content.
4. Construct an Interactive Tool
If you're looking to really wow your audience, create an interactive tool that your website visitors can use. Whether it's a hashtag generator or some kind of calculator, it's bound to get a lot of use.
Of course, whatever tool you make should be in line with your normal products and services. A public relations group shouldn't be posting a retirement calculator.
As visitors and viewers use your calculator, they will have a chance to peruse your website and check out everything else you have to offer. The point of having this kind of tool to build your company's reputation and spread your name.
5. Make a Lead Scoring System
Many companies have a system for scoring their leads. This involves looking into what your company considers a "good" lead.
A lead scoring system can help your company decide when and where to focus their resources. Leads who have higher scores have more in common with your ideal customer. This means that these companies are more likely to convert into customers right now.
By using a lead scoring system, you can focus the majority of your marketing efforts on higher-scoring prospects. You'll waste less time and use your resources much more intelligently by utilizing a lead scoring system.
6. Build a Community
As you're working to make more sales and prove your business as an industry authority, you need to be building a community. If you can turn your customers into a community of people rather than just a group of them, you'll find that you're able to make more sales and have happier customers.
You can build a community in a few different ways. You could use online resources like social media or offline resources like conferences. Get creative and think about what your target audience would enjoy.
Your online and offline presence will make a big difference when it comes to demand generation. Just make sure to keep your business' image consistent and kind. You need to show your potential customers that you are the go-to company for your industry.
7. Wrap Up With Testimonials
If you're looking for something that will help your potential customers make the decision to do business with you, you need to have testimonials. Testimonials work well at any stage, but they're great for turning a "maybe" into a "yes."
To get the best testimonials, contact your best customers and ask how your product(s) and/or service(s) have been helping them. It is best to gear your questions towards the business you're speaking to. Ask about products they've actually had experience with.
After you've collected the best responses, you can connect them together and make a great video or testimonials page for potential customers.
Mastering Your Demand Generation Marketing Plan
After hearing these great tips, we're sure that you can't wait to get to work. Developing a demand generation marketing plan can be exciting and adventurous. Don't make it daunting and scary.
If you find that you do need more help than you thought, we're here for that exact reason. At ProSales Connection, we help marketing leaders just like you do their job more efficiently and more effectively.
To learn more about how we can help you, schedule a 15-minute exploratory call. We can discuss your marketing needs together and decide what the best next steps are.