Unlike B2C, every B2B purchasing decision is considerate and well-thought through. Almost every time it follows a predictable sequence of steps - understanding what is causing a business problem, researching ways to solve this problem, comparing the most suitable alternatives, and finally committing to one of those alternatives. The issue is that the proliferation of internet has enabled the average business buyer to go 57% through those steps in full anonymity and without any help from you.
Product ads don't do the job of attracting buyers anymore, as they intercept customers in the later stages of their evaluation and don't have any effect on the journey that is happening before that. This can be easily validated by the dropping traffic and conversion rates businesses are experiencing today.
The solution is Content Marketing. This is the marketing approach in which you use your company's unique expertise to produce educational content that helps your customers answers the questions that arise during the stages of the evaluation journey. You then use the content as bait to attract those customers and form a relationship with the goal of guiding their purchasing decision.
We offer a flexible service depending on the maturity of your marketing team. More digitally advanced teams that have experience with lead generation, can get just the Content Marketing Strategy which they can use as the strategic guide for their marketing programs. If you don’t have an experienced content marketing team, we offer an end-to-end service which includes strategy and execution of lead generation campaigns based on your business goals.
Depending on the type of business your are in and your goals, the complexity of a website redesign can vary.
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The opportunity to convince people about the value of your product no longer lies only in the hands of your salespeople. Prospects are increasingly relying on your website to evaluate, compare, and decide. The pricing page is one of the key pages where you have the opportunity to direct their decisions in the direction you desire.
Choosing the right agency is not an easy task as on the surface most look alike, but when it comes to underlying expertise there can be a significant difference which can affect how successful your partnership is. One good way to evaluate digital agency expertise is applying the Magic versus Logic principal.