Low-Cost B2B Marketing Strategies 2020 | Tim Queen

Low-Cost B2B Marketing Strategies 2020 | Tim Queen


Hi guys, this is Tim Queen. And today we’re going to talk about low-cost
B2B marketing strategies that work in 2020 Now, tip number one is writing articles for
your company blog. This is one of the best ways how you can create
low-cost content that is driving a ton of engagement on your website. Given, yes, you have to spend time and yes,
quality content will take more time than just pushing out something but the amount of Google
traffic that you’re getting organically on your website can be well-worth and can make
the investment that you have to spend at home in terms of time-wise.
to write a content, make this look very, very small. Now the idea is that you’re using the articles
to drive traffic to your website. Then you are having something in the sidebar
maybe or something embedded in between that you’re linking to some of your products so
people can scroll along, read the article, and then having plenty of opportunities to
learn something about one of your posts and the ones who are actually interested can then
click and explore more. And this is how you can drive B2B traffic
to your company. Especially if you have very descriptive content
for people making decisions about like what they want to buy and what they might want
to buy might be one of your posts. Great way. Tip number two, another great asset, how you
can generate leads for your business by using text posts on LinkedIn. This is a very undervalued tool, which requires
a little bit of like creativity, because you only have like about 1,300 characters, about
200 to 220 words. But if you can create interesting stories
in this short amount of text, you get actually like the first five lines of your text to
be visible in the newsfeed. So if you can create some interesting headlines
in the first five lines of text that might make some curious, read more, then they can
click the read more button. And the idea is that you’re using the text
posts to either link to something directly on your website, inside the text, and one
of the comments, or that you’re getting people to go through an intermedia,
mainly connecting with you, send you a private message or exploring your LinkedIn profile
or company profile to learn more about this, but a really free way how you can generate
traffic. LinkedIn is putting a lot of views and text
posts content in 2020 and it’s another great way how it can drive traffic for your B2B
company at very low-cost. Tip number three. Now another way how we can create engagement
is by using photos. And the reason why you want to mix up texts
and photos is because not everyone is the same. Some people really enjoy reading. Some people need a visual trigger to make
them interested in learning about something. So by using interesting imagery in your posts,
and then combining that with like some written texts, that also creates more curiosity. It’s like driving, explaining the same kind
of story from it, that using a text post you can get an different audience that is like
more visually attracted. So by mixing up the different content, it’s
using text posts for the read only people, photos
for the people that are like more visual, you are actually driving more and more traffic
to your LinkedIn company page, your LinkedIn profile, and can then transition them to your
website and direct messages and turn them from leads into customers. Tip number four, one of the most popular content
formats are videos. You can use videos on all social media platforms
You can publish them on Twitter, Facebook, Instagram, LinkedIn, and YouTube. And it’s a very versatile way of creating
content. And you can actually combine the visual nature
of something with like the auditative of someone is like talking to something. So they might just like turn off their, close
their eyes and just listen to what you have to say. Another person might read along the subtitle
or might read the description of one of your videos. So videos is basically the best of both worlds. It’s getting people, um, it’s giving people
all the different sensories people who want to listen,
people who want to watch, people who are visual, people who like to read, so you can put this
all together and not many people are doing this, especially in the B2B world. And the ones who are doing B2B videos, they
are 99% super boring. So just by knowing exactly how to press the
red button to make something more interesting, you actually get a ton of engagement and get
warm leads for your business. So make sure that you add videos to your marketing
mix for 2020 to get more B2B leads for your business. Now, another way of content that you can share
on LinkedIn is documents. This can be something like a PDF document,
it could be like a white paper cheat sheet, an ebook or worksheet, could be like a PowerPoint
presentation, multi-page documents of any form are
great resources. To mix up your content on LinkedIn is also
like another way how you can get people more engaged. Especially like multi page documents. People are more engaged. They read more and then you can put like hyper
links inside your document. Mention your website, mention your company
name throughout the page. If you have a text post, for example, you
have very limited number of characters. With documents, there is basically no limit. You could have like a 20 page document, a
50 page document, and it’s a great way to get people engaged, to tell them something,
to provide value, to entertain them, and then also to mention your brand name and your contact
information so people can get in touch if they want to learn more about this. Tip number five. Now let’s transition from LinkedIn and your
company website to the offline world. A really great way how to generate low-cost
B2B leads for your business is to run offline events. This could be, for example, if your business
has its own events space that you’re running events
inside your company so you don’t have to actually spend any money to renting out a space. It could also be that you’re charging a small
fee to cover the cost of the event, so you’re breaking even, or even making a slight profit. Offline is a really great way to generate
warm leads for your B2B customer, especially if you’re picking a topic that is very attractive
to potential customers, and by getting them into a room, you have the possibility to talk
to different people. It’s sometimes easier to start a chat over
like a glass of beer, glass of wine, and just having that, this presentation, this element
of getting together is a really great way how to do networking and how to get some people
in your industry. And you will notice sometimes people on offline
events, they invite other people who are not on LinkedIn. So just inviting some one person might lead
to that they bring along two other people who might actually be the perfect fit who
would have never learned about you if there, if you were just doing online stuff, so do
offline events in 2020. Tip number six. Now, if you don’t have an event space or you
just want to do more online stuff, there is also the idea that you could do a virtual
summit and a virtual summit or a virtual conferences. Basically, you are creating an experience
online for a specific amount of time. That could be like one day and people can
basically join in and watch live presentations for a certain amount of time to learn from
different people in the industry. So if you can create like a content mix that
would be really interesting for potential customers. By inviting different guest speakers, it’s
quite easy to set something like this up so you don’t have to cover a lot of traffic costs. You don’t have to get hotel rooms and then
pick events space. A web summit or like a virtual summit is a
very cost effective way how you can create the event atmosphere of interacting with people
to generate leads for your B2B business. Tip number seven. Now, some people don’t like web summits. They feel like there’s too much distraction,
too many different people trying to get attention from potential customers. So if you don’t want to divide your attention,
just run the regular old-fashioned webinar. Make this about something interesting that
is like interesting and relevant for potential customers. Set up a landing page, get them engaged, teach
really great content, entertain them, educate them, and then have something to follow up. For the people who are really interested,
who want to learn more, give them like a bonus you can actually highlight. You can actually identify and qualify those
who are like most interested so you can reach out to them one to one to see like how you
can help them with your business or your services. And it’s another great way how to generate
low-cost leads for your B2B business in 2020. Tip number eight. Now let’s talk about some of the downloadables
that you can put on your website. The first one is like a case study. This could be like a simple landing page. You’re sharing a PDF case study of one of
your customer success stories where people can learn, could be a white paper blueprint,
how people can understand how your software, how your solution, how your service is able
to help them. And this is often a great way so you can collect
contact information when they want to download this. And then maybe send them like some followup
information and then see if you can maybe reach out to them, the ones who are like most
highly interested in your product. Maybe even like putting some contact information
inside your case studies for further information so you can see, you can double qualify them. First step that is download this thing. Second step, they requested a specific resource
via email through a different landing page copy, so you can track that and then identify
the ones who are the hottest leads and reach out to them one to one and convert them from
warm leads and to happy customers. Tip number nine, another way how you can generate
low-cost leads for your business is to run a B2B podcast for your company. And here’s the trick. Focus on inviting guests that provide value
to potential customer that can be, for example, different complementary experts who are not
competing with you. This could also be success stories or experiences
from customers themselves. Invite people who are previous customers or
people who would like to have as customers. And then in the setting of having like a co,
like a personal podcast conversation, it’s really easy to get to know someone if you’re
talking to someone like for two to three hours in a podcast episodes. It’s really good to build a person relationship
after two hours of talking, you feel like way more connected. And if you’re inviting potential customers
to your podcasts, it’s a really great way to continue the conversation later, and turning
some of your guests into happy customers in 2020. Tip number 10 now, we already talked about
writing your own articles for your own company blog posts, but another great way how you
can use the craft of writing the art of writing to track low-cost B2B leads for your business
in 2020 by doing guest blogging. What you’re basically doing is,
you’re looking for, what are the places where my ideal clients hang out, where do they get
the information from, what are the communities they join, and then reach out to those communities
and ask if you can write some articles for them. Now, if you can now set all, send all the
right signals to your ideal audience through one of those guest
articles, it’s very likely that they will then want to learn more about you. So normally you can put links to your website
or links to your contact information. So doing guest blogging, putting the article
on someone else’s website who has already the audience that you want is, will attract
some of them coming over, qualifying themselves to your website, and you can turn them from
warm leads into happy paying customers in 2020. Tip number 11. Now another way, how you can find B2B leads
is by doing networking or by attending events. There’s all kinds of events. You can sometimes have a presentation, sometimes
you have workshops, sometimes you have a pure networking event, but by going to those events,
which have most likely the audience of ideal customers that you’re looking for, having
a stack of business cards ready and your LinkedIn QR codes, you can quickly connect with like
potential leads. This is another way how you can generate like
warm leads at low-costs by visiting networking events. Tip number 12 now, one of the best ways how
to generate leads for your businesses is by having an email list. This could be combined, for example, with
downloading like a white paper and then in return they have to signup for your email
newsletter, and then you have the possibility to send them additional information
dripped out over a couple of days, a couple of weeks, because we found that we usually
take between seven to 10 interactions with anyone before someone feels comfortable enough
before they feel they have enough trust to become a paying customer. So by using something like a case study, getting
their contact information, sending them the case study, and then following up via email
marketing is a great way how you can quickly set up those seven to 10 touch points with
someone so they feel more comfortable, and those who
are really like connecting with your message will in turn reach out to you and become warm
leads, and then it’s just up to you to turn them into happy customers. Tip number 13 now, one of the best possible
ways how you can generate leads for your business is by becoming a public
speaker. Speaking at events, speaking at conference,
attending events, becoming a panelist, becoming someone joining conversations, being onstage,
raising your confidence by building up your momentum online. I found this is one of the best possible ways
how you can generate leads because it makes it possible to talk on scale. When you go on a networking event
you have one to one conversation. How many people can you talk to in one night? 10 people, 15 people, 20 people. Can you still remember all of their names? But if you’re speaking on stage, everyone
in the audience will remember you. They will know who you are. They will know your face. They will know your name, they will know how
to find you, because you usually can put your contact information on one of the slides. Now, if you’re talking to a thousand people,
a lot of them and you’re giving them maybe even something that how like a motivation,
why they should reach out to you, maybe you have like a case study that they can download
and should send you an email. This is one of the best ways to collect all
those qualified people who are really interested. Maybe from the 1000 people maybe only 23 were
hot leads, but if you get like half of them to reach out to you, that’s like 10 hot leads. If you talk randomly to 10 10 people from
the 1000 crowd, what’s the probability that one of them would be a hot lead? Probably zero. But if you talk to a thousand people and you
get just like some, some emails afterwards from the people who are actually perfect matches,
that’s far more effective. Now let me know in the comments, which one
of those low cost marketing strategies to attract B2B likes did you enjoy the most? Did you have any other tips that I would recommend? Put them in the comments below and make sure
that you subscribe and turn the notification bell, and to get email updates when I share
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