Proven Tactics

INSIGHT: Marketing communications should not be a lecture, rather, a CONVERSATION: with prospects, and more importantly, your customers.

Your marketing plan will typically employ several of the following tactics, which B2B Inc. can create and implement. Or, we can act as an outsource marketing team to help your group with tactics that you prefer to keep in house.

E-BASED TACTICS

• Website design and content management
• E-newsletters
• E-based inbound sales lead generation
• E-based press releases, white papers
• Pay-per-click ad campaigns
• Marketing dashboards and ROI tools
• Website analytics
• Website shopping cart
• Direct response PURLs

• Creative: design, copywriting, photography
• Research: primary, secondary, online
• Sales tools, brochures, collateral
• Production and printing coordination
• Testimonials
• Internal / external newsletters
• Direct marketing / direct response
• Database and one-to-one marketing tactics
• Customer retention analysis, tactics
• Dealer / distributor support programs
• Co-op advertising programs
• Press releases and press relations
• New product launches
• Trade show optimization

To ramp up sales, you need to elicit qualified sales leads - continuously.

Feed your sales force
Qualified sales leads are a lifeblood to salespeople. Sure, great salespeople also make their own leads, but chances are your sales force is comprised of 30% "great" salespeople, then the rest. There are many ways to develop qualified leads but perhaps the best method is via your website - if your site is designed so, and if it's "optimized". But you need to employ a consistent method of eliciting and qualifying sales leads. B2B Inc. can help you develop a results-oriented sales lead generation program.

More business from your customers
Note: customers, not cold prospects. Some of your best prospects are your existing customers. Contact your customers, develop offers, and cross-sell and up-sell.

Other ways to ramp up sales
Business to business advertising should be focused on awareness and branding, sure - but more importantly, on generating sales. A few proven ways in today's marketplace:

• review the three most important components of your website's home page: clear marketing message; offer; call to action
• optimize your website and add content continuously
• blogs, forums, social networking
• opt-in e-news to customers and prospects, segmented by product and /or their expressed needs
• new product announcements to your database, to the press and on your website

Keep the momentum going
Maintain momentum by having a solid, written marketing plan in place, executing it aggressively, and reviewing it and fine-tuning it constantly.