Post by hasina789956 on Oct 29, 2024 4:36:30 GMT -5
You have imagined a new product or service and now you need to “make an offer” to package and sell it? Then this article on B2B marketing is for you! Here I detail in detail the 6 strategic marketing steps that will allow you to develop a competitive and attractive B2B offer because it is perfectly adapted to the needs of your client. Because nothing can be left to chance, I offer you here an infallible “step by step” method, which explains where to start and leads you to ask yourself the right questions to create a memorable and irresistible product or service. Step, understand the market This is obvious and this step, sometimes perceived as daunting given the great temptation to quickly tackle the design of the offer, should not be neglected: it constitutes in fact “the basis” to which one must constantly refer in order to replace and challenge one's new product or service in the market context in which it is located. It is therefore a question of collecting as much information as possible to characterize the target market: Its size but also the developments of recent years and more recent emerging trends The actors present Distribution channels Available offers: price, product, communication, promotion, etc. The latest innovations This information is available through numerous sources: “official” publications (such as INSEE, chambers of commerce, unions, Crédoc, Order of Chartered Accountants, etc.
research institutes, professional forums, articles in the professional and economic press, professional events such as trade fairs or conferences, the Internet (blogs, social networks, private groups, forums, etc.), etc. Stepdentify your personas Asking yourself who your potential customers are obviously allows you to characterize them and understand their expectations, but also to segment them according to the problems they share. The whole challenge of personas lies in the ability to offer them, in a targeted manner, the right message at the right time so that they bulk email campaigns become buyers. The persona represents in some way the “ideal customer”, the one who will buy your offer without hesitation because it precisely and perfectly meets their need. This is therefore your core target! Drawing a portrait of your personas also involves collecting as much information as possible: Who are they: man or woman, level of education, what type of job, what level of responsibility.
To collect information on your personas, there are also different collection sources: interview or survey of current customers thematic groups on social networks or forums sectoral or consumer studies study of keywords searched on search engines customer reviews published on your competitors (website, online review sites, social networks, etc.) It is nothing more and nothing less than understanding who the potential end users of your offering are. The profiles thus created will help you visualize your target customers and develop personalized messages for them that will appeal to them at the right time in their purchasing journey, whether they are in phase 1 (awareness of their problem), 2 (search for solutions) or 3 (decision-making). New call-to-action Step define your unique value proposition (or PUV) The value proposition is the way in which you will perfectly respond to the problems of your personas: they are convinced of the added value of your offer because they perceive all its quality and uniqueness.
research institutes, professional forums, articles in the professional and economic press, professional events such as trade fairs or conferences, the Internet (blogs, social networks, private groups, forums, etc.), etc. Stepdentify your personas Asking yourself who your potential customers are obviously allows you to characterize them and understand their expectations, but also to segment them according to the problems they share. The whole challenge of personas lies in the ability to offer them, in a targeted manner, the right message at the right time so that they bulk email campaigns become buyers. The persona represents in some way the “ideal customer”, the one who will buy your offer without hesitation because it precisely and perfectly meets their need. This is therefore your core target! Drawing a portrait of your personas also involves collecting as much information as possible: Who are they: man or woman, level of education, what type of job, what level of responsibility.
To collect information on your personas, there are also different collection sources: interview or survey of current customers thematic groups on social networks or forums sectoral or consumer studies study of keywords searched on search engines customer reviews published on your competitors (website, online review sites, social networks, etc.) It is nothing more and nothing less than understanding who the potential end users of your offering are. The profiles thus created will help you visualize your target customers and develop personalized messages for them that will appeal to them at the right time in their purchasing journey, whether they are in phase 1 (awareness of their problem), 2 (search for solutions) or 3 (decision-making). New call-to-action Step define your unique value proposition (or PUV) The value proposition is the way in which you will perfectly respond to the problems of your personas: they are convinced of the added value of your offer because they perceive all its quality and uniqueness.