Enhance your b2b lead generation sales funnel for Pharmaceutical with airSlate SignNow

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[Music] welcome to local let's do it today I'm in Roger Murphy and out of John Baum we want to welcome you to our broadcast today John let's talk about business of business industries there's obviously business to consumer industries but this one won't talk about it's a all word North America when you've got business to business where we want to get sales and those sales mean you need strategy so let's talk about strategy yeah because we are business to business company ourselves and we know what has been working and what hasn't been working but the difference between b2b versus b2c is you don't need as many clients to be successful right the price point is typically higher however the volume is a lot lower than b2c margins are a lot lower it be to see but there's a lot more right and would be could be occurring on a regular basis we have had many clients there in this industry ourselves and it's a regular whether it's product self or whether it's the maintenance out of the words that sell food so you're in the industry that's what you're watching this today let's talk about some of these traffic wiring the new customer there's a long lifetime value right so the first thing I wanna talk about is when you ever get a lead from a b2b process you need to follow up on that because you know they don't come off it but when they do come you got a nurse that's right it could be a sense of urgency you never know why they're reaching out to but you can't just like sitting in your inbox it was weak or your contact form the idea is is be super prompt to have your sales staff or your technical staff or whomever reach out as quick as possible to show them how important that lead or how important they are to you yeah so be as proactive as possible don't wait and follow up as soon as possible email call whenever baby had multiple touch points right but make sure you don't lose that because it's probably time sensitive sure and those leads sort of step into this next topic topic but it's the content above content marketing it's about information that you as a business owner are gonna put out into the marketplace to generate these leads solely first off don't ignore the leaves but now how to give these leads yeah so filling that funnel right so writing content for the purpose of your ideal customers right so your prospects so there's a couple places that you can put right content you can either write it on your own website or you can contribute content on other people's website right so the key here is positioning yourself as the leader or expert in your industry thought leader industry leader and expert in your industry and there's different types of ways to create content so depending on because we're talking about b2b the informational content is it transactional on the technical content is it navigational content so you know you have to figure out who you're talking to you and right for the purpose of your ideal customers right to just build a funnel so as much information as possible who is how is you know guides out there once you position yourself as first leader then you write content for trying to get people to do that transactions exactly and in that content what you're talking about is what your unique selling proposition is or what your unique product is because really in business of businesses John it's really how to improve the bottom line for a business how to prove efficiencies how to either increase revenues but also kind of cost all these things you what you want to do as a business owner in this in this space business b2b is find it and then really educate them on why your product will help them out yeah so content marketing becomes so vital to b2b the world because people will invest a lot of time reading and doing investors research before they reach out to sell that's right they've already you've probably met all their tech bucks on you know you have a great website you have good content they like the management they like your story they like some of the reviews they liked some of the testimonials key studies and then by the time they actually call you they're already 50% sold right so then it's your job to convert them based on the price or whatever like you know you're already so close that's right if they're already reaching out to you so make sure that funnel of content marketing can be very effective for your business and those funnels you know they come from all over it could be again John trade shows but it could also be something that is less and less popular but that means there's less clutter and it's even direct mail pieces increase personally addressed information beat me 11 yeah it's not called it today yeah we hardly get it ourselves but that means you're probably going to open it when you do get it can we address this mail yeah yeah so a lot of people have kind of moved away from that just maybe because of the classic time frame posted a lot more expensive than typical be healed right or a newsletter online so you know you have to think about ways that are different try to stand up right you may want to go after traditional beats such as newspapers or even magazines but vengeance term association is right you never know you just have to try it it's old exactly you know whatever it's best for you may be different than someone else in your industry that may work right but the key is in this though Reach is you've got to have a compelling offer story or information about what you're bringing bringing to potentially to this business it can't just be a flyer saying you know call today 20% off it has to be of some sort of value to them yeah and try to personalize as much as possible to speak to that ideal customer of yours and process right because ultimately what you want them to do is have that call to action indeed with you in hopes that they are interested at that time right the last thing that we want to talk about is really never forget about search engine optimization or SEO because there's less competition right however is such an effective way to generate leads especially if you currently have an in-house team of salespeople so if you're doing some sort of telemarketing or you have outbound sales people out there right now imagine that you've had a website optimized working for you 24 hours a day seven days a week 365 days a year people who are interested and ready to buy reach out to you and whenever they're ready you have a very high conversion rate exactly and it should be mentioned that we're really speaking with the Google experience and the Google experiences is across really North America that the nine or over nine to ten of us use it for personal and for business uses so it you as a b2b person don't underestimate that in fact your clients are searching Google themselves you might think oh no people wouldn't use Google for my type of industry service reseach on all the time on the Google search tools the dustry applications the searches that are going on it is people use Google for every type of industry and if you don't believe it search engine optimization try Google Ads see if that works for you if there is an opportunity to generate leads and it pays off you know your margins you know your cause if it pays off and you like to hopefully of leads coming from digital search engines that maybe invest in search engine optimization because that's really to build your authority try right you become the trusted expert and hopefully generate a lot more leads and more coming exactly from Google and a lot of them a lot of baby industries say well it's a relationship sale for us it's so few and far between then we know who were after but the reality is is in this SEO could very well start a relationship with somebody that had an emergency or they were unhappy with who they're working with or their sales of gun you know transfer to it again and you never know why they're out there looking but this idea being there when they're ready to buy it in fact it could just open a new relationship and it's all visibility right like you're missing out if you're not there they're gonna be there's millions of people searching all the time products services but if you're not there they're going somewhere else so you lost that deal it's a very easy calculation to say what's the value of one customer if I could get one more customer a month or trying to get to this is this SEO thing would be very powerful for your business exactly well thanks a lot John thank you for your input on this b2b industry it's a it's a fantastic industry and I hope you got a few ideas of this today justice we'll see you again thank you that local SEO today thank you