B2B Inbound Marketing Quick Start Guide

We’re several years into the era of “Marketing 2.0” and I’m still surprised at the number of B2B technology companies that have not modernized their marketing approach. Just take a look at the websites of so many technology companies, small and large, and it clearly looks like they are stuck in the early 2000’s – or even (gasp)… the 90s.

While I don’t believe in doing trendy things just for the sake of doing trendy things (a.k.a. keeping up with the Jones’), I do believe it’s prudent to take stock of the most current marketing tactics – learn what’s working for companies in the same industries you serve – and implement the most impactful changes.

For decades now, marketers have been focused on traditional “outbound” marketing programs such as television and radio advertising, trade shows, direct mail, online banner displays, pop-up ads, email blasts and the dreaded telemarketing, to name a few.

However with the advent of social media marketing and the social web, a dramatic shift has occurred. Today’s customer no longer wants to be “sold” – instead they prefer to find products and services online on their own or through friendly referrals. This shift is called “inbound marketing” and focuses efforts on web optimization, content marketing, social media optimization and customer referral programs.

Here are some basic tips that should help bring you up to speed on 2011 marketing must-haves and provide a solid foundation for inbound marketing success.

#1 Web Optimization (including SEO)
The corporate website is often a company’s most tangible and visible face to the world. When properly executed, a website can become a powerful marketing tool that not only serves the needs of existing clients, but also provides an opportunity to capture new customers. Search engine optimization (SEO) is the process of making sure your business website is properly categorized in the search engines (especially Google) and comes up high in the search results. Another big ingredient of SEO is link building, or getting other relevant sites to link to yours. Although it has been around for years, SEO is still critical in making your business more findable on the Web. It is a long-term strategy, however, and the results may take time to kick in.

#2 Content Marketing
We’ve said it before but “Content is King”. Content marketing is about creating demand through compelling, highly relevant content. This is includes white papers, strategy guides, blogging, infographics, contributed articles, podcasts, videos, data surveys, news articles — anything that offers value to your target customer and helps differentiate you in the marketplace. This content, especially blog posts, gets picked up by the search engines and can help fuel your social media strategy.

#3 Social Media Optimization
Social media sites and associated spam are growing in volume every day as new-bees jump on the social networking bandwagon in hopes of growing their network and making a splash – or at least being heard. The key to successfully leveraging social media is to define the most appropriate channels and best ways to engage key audiences in the right environments, at the right time, with the right messages. This may include the major social networks (Facebook, Twitter, LinkedIn); specialty networks, such as Biznik; local directories, such as MojoPages.com and Kudzu.com; social bookmarking sites; video platforms; article directories and blog and forum comments.

#4 Customer Reference Programs
Word-of-mouth marketing is arguably the most powerful way to market your product or services. As discussed in a previous blog post, customer testimonials can greatly enhance the credibility of a company and result in increased sales, media coverage or add the fire to your viral social media campaigns. When customers talk favorably of your product or service, they send a free, credible and targeted marketing message. Customer endorsements can be used in one or more of the following marketing mediums: media/analyst outreach, collateral, social media and/or inclusion on the website.

It’s 2011 and marketing has changed, even in the world of B2B technology. Your customers have different expectations about how they want to find, buy and validate products. If your marketing tactics haven’t kept with the times, you may be missing out on lucrative sales opportunities. The good news is… it’s not too late to adopt an inbound marketing game plan to extend your marketing reach and win more business.

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