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Why Ignoring B2B Inbound Marketing Will Cost You Sales

Dave Orecchio
by Dave Orecchio on Apr 8, 2014 3:05:00 AM

B2B Inbound Marketing is critical to your business

B2B-Inbound-MarketingYou already know that marketing is a key component of your business' success, but how you market is just as important as doing it. In this digital world of instant access, the best way to market your business is with inbound marketing; Inbound Marketing is no exception to this rule. B2B Inbound Marketing will help your business capture more sales, and ignoring it will cost business. Here is why:

Many Outbound Marketing methods are inconsiderate of your customers

The outbound marketing approach dictates that the customer receive the information that you desire to impart when you would like them to see it; this can be intrusive. As a B2B marketer, you know that your consumer base is very busy. Forcing them to entertain your sales pitch when they are being swarmed with other commitments will be off-putting at best; they will find you annoying at worst, and they will consider you to be desperate. B2B inbound marketing, on the other hand, allows people to learn about your business and more importantly, how your products or services can help them on their timeframe. The Inbound Marketing approach removes that pushy impression that can be created by intrusive B2B outbound marketing.

You are passing up on some productive lead nurturing opportunities

One of the most powerful benefits of B2B inbound marketing is a continuous connection it creates with the consumer. When you are given permission to communicate with someone; you become a professional's primary source of industry entertainment, news and information. If you stay connected with a qualified sales lead in a manner that reminds them that the problem can be solved by investing in your offerings, then you will be the first one that they call when they are in need. If you are not using a B2B inbound marketing strategy to do this, then you are passing up on countless sales opportunities.

A potential customer or client won't take your business seriously

One of the greatest benefits of B2B inbound marketing is that you gain the opportunity to position yourself as an industry leader. This positioning is thanks to the fact that you, with B2B inbound marketing, can project your voice in a way that proves you know your stuff; if you get this right, your content positively reflects on your business' image. People in all industries are more attracted to businesses that look like they know what they are doing. If you are not implementing a B2B inbound marketing strategy, then you will seem amateurish to your tech savvy business consumers.

You aren't building as many strong business relationships as you could

Once a job is finished, or a product is delivered, you should not allow your customers to wander off. If a customer does not have a reason to think about you after they purchase, then they could forget about you even if you did an amazing job. This approach gives other companies that provide the same product as you the opportunity to snatch up their business the next time they're ready to buy.

Staying connected with clients with B2B inbound marketing not only allows you to keep them loyal, but it increases the likelihood that they will find a need for your offerings (sometimes people do not know that they need something until they receive a friendly reminder).

You won't rank as high in search engine results

One of the first things that people do when trying to find a business that meets their needs is a search on the internet. In most cases, it is the businesses that are at the top of search engine result lists that land these types of customers. If your business is one that is low or nonexistent on the first page of results, then you are passing up on countless sales opportunities.

The best way for your company's website to land at the top of search engine results is with B2B inbound marketing strategies designed specifically to get you there.

65% of B2B companies are already doing it

As the old saying goes, "if you do not do it, someone else will." A B2B inbound marketing strategy will reap countless benefits for your business. If you do not implement such a strategy, you should know that your competition has and will, so all sales generated in this way will go to them.

Do not be the B2B business passing up on sales -- implement a B2B inbound marketing strategy ASAP

As you can see from the examples explained in this article, B2B inbound marketing will allow your business to thrive, whereas ignoring it will cost sales -- and most importantly, your bottom line. Do not let the opportunities created by a stellar B2B inbound marketing campaign pass you by. To learn more about a B2B inbound marketing strategy and how to create and implement one, download the Content Marketers Blueprint data sheet to learn how.

24 inbound marketing tips to set your company apart

Tags: Inbound Marketing Brand Awareness SEO Marketing Strategy Business-to-Business B2B Marketing

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Dave Orecchio
Written by Dave Orecchio
Dave Orecchio is one of the earliest adopters of Inbound Marketing. As one of Hubspot’s first customers and CEO of a Boston-based startup, he experienced the benefits of this effective digital marketing methodology. Dave now provides Inbound (marketing & Sales) services to businesses to help them grow and realize the positive results that an integrated program can provide. Dave is a high-tech marketing and sales expert with more than 25 years of business experience.
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