Ensuring Prospects Find You
Are you visible to decision makers?
When over 4,000 B2B buyers/decision makers were asked how they chose a new vendor, 80% said they found the vendor.*
Does this mean you should scale back marketing efforts because your prospects find you anyway?
Not at all. It means the market place has experienced a significant shift in power: no longer are you just hunting prospects; they are also now hunting you.
And that means it’s your job to be present in the places they’re looking.
4 tactics to raise visibility and build demand for the long term
I believe that for effective B2B marketing in 2008-09, you need to leverage several proven tactics that get you noticed, such as:
- Search engine marketing (SEM) so more prospects find you
- Keynotes, awards, blogs, and published articles so you appear where prospects are looking and learning
- Tailored communications to nurture prospects and clients based on their specific interests
- Ongoing monitoring of how you are perceived - so that you can build the testimonials, referrals, and case studies that are so important to establishing credibility and trust
* Source: MarketingSherpa Business Technology Marketing Benchmark Guide 2007-2008