Are You Answering Their Questions and Solving Their Problems?

The B2B sales cycle is typically an in-depth process that can involve multiple decision makers, and in some cases, takes months or years to complete.

Most buyers are well down the sales path before they even talk to your company. A recent survey found that 71% of buyers had conducted research, and 70% had developed an informal list of potential providers, prior to being in contact with prospective suppliers.[i]

Measure, Analyze, Update! 

In 2018, companies spent an average of 11.2% of company revenues on marketing.[i] It is anticipated that global media spending will reach $2.1 trillion in 2019, up from $1.6 trillion in 2014.[ii] Companies rely upon marketing to transform interest into profitable transactions, and ideally, long-term customer relationships.

And Why Do I Need One? 

Let’s start with: what is industrial marketing? In its most general sense, industrial marketing is a segment of B2B marketing, with a specific focus on manufacturing and industrial companies selling to other industrial and manufacturing companies. Therefore, an industrial marketing agency is a firm that helps industrial manufacturing companies with their efforts to grow their businesses in the industrial marketplace.

Strengthen Your Brand and Inbound Marketing Strategies

Navigating industrial sales and marketing is very different from other sectors where consumers are often swayed by clever ad campaigns that appeal to their emotions. Statistics support the reality that today’s astute industrial buyers have done their research and are knowledgeable about the solution you are offering, long before you identify them as a prospect. 

Find Your Unicorns and Share Them!

One of the fastest ways to drain company marketing resources, particularly in the B2B industrial manufacturing sector, is to chase after every lead, platform, and format in an effort to “strike gold” through diversification. Unfortunately, if and when you do stumble across the perfect combination, it’s highly unlikely any benefit will be worth all that discovery cost. What’s a company eager for an audience, then, to do? Tap into the powerful Pareto Principle, also called the 80:20 rule—a concept that indicates that 80% of results will come from 20% of efforts at any given time or setting.

This Open Book Process Gets Results 

Right now, American manufacturers are looking opportunity square in the face. The economy is strong. The new administration is encouraging companies to make things at home rather than overseas.

Key Elements Needed to Build Your Brand

Branding is important for every company in every industry. While many B2B manufacturing companies don’t worry about their brand development strategy, it is vital to recognize how important it is to have a solid, recognizable brand.

Write a Post to Boast About

Social media posts are an essential part of any industrial marketing strategy for manufacturers. You read that right. Yes, social media is an intrinsically viable channel for you to get new customers and retain customer loyalty. Not only do these posts connect your business with the appropriate audience, but they also attract visitors to your website and can eventually turn strangers into customers and customers who align with your brand identity into evangelists for your products.

How to Ensure Prospects Are Content with Your Content

Competition is only getting fiercer. The interwebs, more crowded. And people’s attention spans, much shorter. In today’s ever-changing marketing culture, it’s crucial to be one step ahead of the competition. You want your business to be the one catering to your buyer personas’ needs—not your competitors. If you are an industrial manufacturer, you need to structure your marketing content in the way that most effectively relays the message that your inbound marketing strategy delivers.

Responsiveness, Quality, and Speed Feed the Spiderbots!

Many industrial marketers still depend on SEO and PPC (pay per click) as the core of their industrial marketing strategy. Their goal is to outperform their competitors by outranking them with specific keywords and keyword phrases. While there is a larger framework for SEO-related concerns like blogging, backlinking, and updating title tags and meta descriptions, which are still important markers for spiderbots to locate web pages, the latest trends focus on mobile-friendly websites, content depth and quality (the spiderbots focus on “contextual search” algorithms), and website speed.