9 tactics to generate B2B demand

It is well known that in B2B the best deals are made face to face. That is why any possibility of getting closer to potential clients is a great opportunity to generate demand. Events in each sector are an ideal setting for your company to position itself while your sales team can develop and strengthen ties with potential clients.

The good: it is one of the tactics that B2B demand brings you closer to potential clients
The bad thing: it is widely used by many, and in general the events in the sector are increasingly less attended and are held less frequently.
Making your own events
An ideal way to meet potential clients face to face is to invite them to events that you organize yourself. In general, the excuse of “living a special experience” or “accessing innovative content or topics, trends or best practices” is used to attract attention.

The good:

It is the action that comes closest to a 1to1 meeting with the client
The downside: it is expensive and many times the real buyers send someone “junior” to represent the company and we end up talking to someone B2B demand who has no decision-making power.
With cold calls
You can use a team of salespeople to make cold calls, that is, draw up a list of target companies, first identifying who is who, and obtaining their phone numbers. On this basis, a sales pitch is made and contact is started. It is estimated that a cold call operator (a BDR) can make between 60 and 100 calls a day, with a 10% positive response.

With Targeted Advertising
Using media such as LinkedIn, Twitter and Facebook that allow us to segment the target market through fairly precise variables, such as:

Interests
Industry in which you work
Post
Profession
Or by using the magazines of each sector, where we know we will find our potential clients. Examples: in IT: Information Technology, Prensario IT. In Business and Finance: Cronista Comercial, Apertura, Mercado. In Marketing: Target, Mercado, etc.
With direct marketing actions
If we have a good database, we can send our key buyers a teaser or surprise video to capture their attention in a different way.

Fewer and fewer companies choose this option

so those that do have a better chance of standing out. The Bad: It is expensive and the company cannot make adjustments.
With press actions and communication with the media
It is one of the slowest but most effective ways. In the B2B world, the press remains one of the tactics that best works to build trust and awareness. And with those two ingredients, it is very likely that customers will come to your company.The good: It has low barriers and allows for organic and solid positioning in the buyer’s mind, if well executed.
The bad thing: it is not a direct return, not recommended for impatient people.  The concept of social specific database by industry selling is based on the idea that in order to be social, selling must begin by building a bond with the client based on 3 pillars.

Don’t spam: find the right contact

Be relevant: share valuable information for the prospect
Generating conversations: applying empathy manage notifications and sound alerts to build a dialogue instead of throwing out commercial messages
With Inbound Marketing
It is undoubtedly one of the concepts awb directory within marketing that has had the most growth, and it is where almost all the latest trends that one can see in marketing converge. The concept is simple: your potential client is somewhere, connected to the web and looking for information about your product or service. But he doesn’t want to buy from you yet, otherwise he would have done so, he just wants you to help him solve his need, which in principle is a need for information. If you manage to help him with this, you’re already off on the right foot.