It’s common for B2B-focused organisations to overlook or at least sideline the role of the customer journey in turning prospects into full-blown clients.
There are a few things you need to do in order to optimise this aspect, so let’s go over them one at a time to transform your own B2B customer journey.
Identifying your ideal B2B customers is the first step in creating an effective customer journey. Knowing who you are targeting will help you create a marketing strategy that meets their needs and expectations.
Researching existing data, such as demographics or web analytics, can provide valuable insights into which types of businesses may be interested in your services.
Getting to grips with the motivations behind each type of business allows you to tailor communication points accordingly and ensure maximum engagement with potential buyers along their path to purchase, as we’ll discuss in more detail later.
As you’d expect, actually mapping out the journey that each customer takes is a must in this scenario. It involves defining each step along the buyer’s path to purchase, from initial awareness and interest through to conversion - and beyond.
Consider what type of information potential customers will need at each stage in order for them to make informed decisions about your product or service; this could range from technical data sheets to customer reviews.
Additionally, identify any obstacles that may arise during their journey so that you can implement solutions as needed.
It’s useful to take customer experience KPIs into account when doing this, and a product marketing company like StorySells can help. You have to be able to assess the quality of the journey, not just the points on the map, to see where you’re falling short and to make improvements.
B2B marketing is more effective if each point of contact you have with prospects is well optimised, and consistently analysed. This could include anything from email campaigns and website content to social media posts or targeted ads.
Crucially, it’s important that you tailor your message for each audience segment; this will ensure maximum engagement with would-be clients as they move through their buying process.
Also, try to provide value at each point of communication by offering helpful advice or relevant industry insights - this will build trust in your brand and differentiate it from competitors. It doesn’t all have to be sell, sell, sell!
If you want to bring customers onboard and keep them there, you’ll need to be across as many platforms as possible to build momentum and draw them into your sales funnel.
This involves using multiple channels and touchpoints, such as web pages, emails, social media posts, and ads, in order to reach potential customers wherever they spend their time.
As part of this, ensure that your message remains consistent no matter where it is encountered. This will maintain a unified brand identity, and make buyers feel more connected with your company and its offerings over time. Furthermore, by implementing an omnichannel loyalty program, you can seamlessly integrate rewards, benefits, and personalised experiences across multiple channels, such as online platforms, mobile apps, and physical stores.
Throughout your efforts to formulate and oversee a B2B customer journey, remember to measure and refine your strategy continually, rather than allowing it to become stagnant.
Some tactics aren’t evergreen and will benefit from a refresh from time to time. Testing out new initiatives and tweaking old ones will deliver the best results as time passes, and put you on a path toward stable, sustainable growth.