7 Steps for B2B Marketing Strategy

Having a hard time developing your B2B marketing strategy?  You’re not the only one. It can be hard for tech business owners to know where to focus their limited marketing resources.

The graphic below gives you 7 steps to follow to map out your marketing strategy to make sure it really focuses on your target customer needs and drives business growth.

7StepProcess-Tall2

Here are the 7 steps in summary:

  1. Know your market – what are the key trends in your market?  who are the primary ecosystem players?  who are the thought leaders and influencers? who are your competition?
  2. Segment your customers – when you categorize your potential audience into smaller segments it becomes much easier to develop targeted messaging and marketing tactics.
  3. Develop segment profiles – for each customer segment, you should be able to write a detailed profile: who are they? what do they value? what keeps them awake at night? how do they make purchase decisions?
  4. Identify your ideal target customer – looking at the segment profiles, identify a small number (no more than three, preferably one or two) for whom your value proposition is highest, and there is a clear USP (unique selling proposition).
  5. Define pain points & sales needs – once you have a detailed profile of an ideal target customer, you can define what real pain point you address (something they NEED, not just WANT), and what information / support is needed to make a sale.
  6. Develop your elevator pitch – your pitch should address directly to your target customer and clearly tell them how your solution solves their pain point via a focused USP.
  7. Identify your communication channels – the final step is to determine how you are going to communicate your elevator pitch to your ideal target customer (without assuming you’ll bump into them in an elevator some day!).  Where does your target customer look for information? That’s where your message should be readily available.

At Software Marketing Advisor we provide coaching and tools to help you apply the 7 step process to your business and marketing needs.  Visit our coaching page for more information on how to get software marketing help for your business.

 

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