What is a B2B Strategy?

5 Min Read Written by: emerged

A B2B strategy is an actionable, strategic plan that allows you to achieve your goals. It is the very fabric of any successful business. Good strategies help you get from point A to point B in your venture. With the clever use of data, research and defined target group, a single business strategy can altogether expand your reach and generate a higher ROI.  

The making of a good business strategy

It is impossible to create a B2B strategy just by reading a couple of blogs. Your strategies need to be simple yet useful enough to help you obtain the desired results. Here are a few things that constitute a successful business strategy. 

Focus on one thing at a time

It is extremely important that you develop your strategy step by step. You can risk losing good strategies due to mismanagement. So, if you are performing in-depth market research while developing a website, focus on any one of those things to avoid substandard work. 

SWOT analysis your method

A SWOT analysis is a comprehensive approach to strategic planning. It includes laying out your strengths, weaknesses, opportunities, and threats. While it is widely performed by organizations, the technique can be used for measuring the effectiveness of a plan. 

Be realistic with your goals and expectations

If the purpose of one of your social media strategies is to gain more followers, it is impractical to anticipate a million followers in a week’s time. But with the right strategy, acquiring a couple of thousand followers is plausible and achievable. Similarly, you can’t sell a hundred software licenses in one day. So, it is important to be both realistic and reasonable with your goals.  

Listen to the people

A good strategy focuses on what the audience expects from the organization instead of the other way round. Let your customers voice their concerns and doubts. Allowing them to guide your plans is the most effective way of having a successful business strategy. 

Developing the ideal B2B strategy step-by-step

To devise a strategic plan, it is vital to learn to use the information and expertise you have acquired through experience. Here is a guide that will allow you to bring your plan together.  

Know your audience

Every business is part of an incredibly volatile market. Each of your customers has a different requirement and they wish to satisfy all of them from a single product. Therefore, not only your product but also your strategy needs to be inclusive. You must embrace diversity through your plan.  

Consider all your mediums

If you don’t use the right platform to convey your message, you might lose its effectiveness. It may not create the desired impact. Without understanding the usefulness of your mediums, you cannot expect to develop an effective B2B strategy. Evaluate when to use social, search, direct mail, email etc. as related to the consumer journey. 

Set actionable goals

Circling back to one of the key elements, your B2B strategy must have an actionable goal that you can accomplish in the dedicated time frame. Determine your budget for executing the plan and set a deadline for the plan to measure its competency.

Execute and review

Once you are sure about the strategy, implement it and immediately start recording the impact it is creating among your target group. Continue to analyse, evaluate, modify and redo till you obtain the favourable outcome.  

Effective B2B strategies for 2020

Just like every year, we are welcoming newer B2B trends this year, too. As your audience becomes smarter and more informed, it is important to embrace the top B2B strategies that will be effective in the year 2020.   

Ditch the AIDA model this year

The old ways of doing business are dying because the millennials are taking over the market. They have a reputation for being the smartest customers. So, if you have been using the Awareness, Interest, Desire and Action technique with them, it is time to lock it up.

You cannot send them cold emails or call them thrice a week to get them to buy your product or service. They require more than ‘your word’ to invest in you because they are more involved in the buying process. 

In 2020, B2B clients will continue to verify and validate your claims before making a purchase. They will prioritize feedback over your commitments and consult the larger group of people before saying yes. 

Work on your website

If you don’t have a website, you might not have a very successful year. B2B buyers search your product 12 times, go through your website and reviews, and spend time evaluating your online presence before buying from you. 

The more professional and attractive your website is, the more profitable you will be. Therefore, it is safe to say that this year is all about a virtual experience before you get to make a personal impression. 

Simply put, if your website seems legit, you will have already converted your lead into a customer by more than 50%.      

Revise your online reputation

According to Think with Google, 58% of B2B buyers search online before buying your product. Similarly, 70% of them do thorough research about your catalogue and make a buying decision within a day.   

Thus, you need to focus on maintaining a spotless online image. Declutter your social media and move towards being more organized. Don’t overlook the aesthetics as you renew your presence. 

Create a brand – no matter how big or small

Millennials are obsessed with brands. Since they have assumed important positions in organizations, it is essential that you create a solid brand identity. This includes designing a logo, tagline and marketing collaterals. Exercising uniformity across your brand segments is a B2B strategy that will make it easier for you to succeed in the market in 2020.