3 Strategies to Know Your Clients in B2B Market Research

Adekunle Oludele
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1.2K Views
May 05, 2022

Market research for B2B transactions is increasing in popularity in several industries. Now more than ever, B2B companies are recognizing the benefits of market research as part of the overall marketing plan.

Companies are using this strategy to win more clients and ultimately boost their revenue. But, several companies still find the nuances of B2B marketing confusing.

Spending your time and efforts to learn more about clients is a fruitful pursuit.

But, it would be time-consuming to try these efforts without the right strategies at hand.

So, here we’ll discuss strategies to know your clients in B2B market research.

1. Use Digital Marketing

Digital marketing is an affordable medium through which you can execute B2B strategies. With the help of display ads and content marketing, you can get to know your clients better in no time.

Effective display ads will allow you to pique client interest and encourage sales. But, floating display ads online isn’t enough to learn more about clients.

So how do you use digital marketing to know your clients better? It’s simple: you analyze the performance of your ad campaign.

Any good SEO or PPC expert will tell you that ad analysis is an important part of understanding clients. Thanks to the popularity of market research, finding clients shouldn’t be difficult.

It’s understanding them that presents a considerable challenge. B2B companies can now use market research companies to execute their strategies. These research companies give you access to several helpful resources online. These resources include blog posts, articles, and podcasts.

Using these resources will help you strengthen your B2B marketing strategies.

Also, these resources cater to clients from more than one industry. So, they can be flexible enough to accommodate your needs.

With time, you’ll understand how your ads are performing online. Clients from different industries and demographics may or may not like your ads.

In case they don’t, you have two options. One, you continue to float the same display ads hoping that they’ll grow popular with time.

Two, you can tweak your ads with the help of a marketing agency or PPC expert. A major advantage of digital marketing is that you can make changes to your ads in no time.

Google’s ad tools are among those that help with ad analysis. You can use these tools to understand how clients are responding to your ads.

2. Attend Networking Events

Another effective strategy to understand your clients better is attending networking events. Many companies now ease B2B sales for clients.

So, there’s no shortage of community events facilitating networking. This networking is among companies conducting market research and their clients.

You can attend one or more of these events and interact with potential clients.

Speaking to these clients about your services is an effective tactic to win them over. Remember to highlight your services as offering clients more than the average competitor.

Networking events are also an effective way to discover your competition. Such events likely attract other companies like yours.

These companies might be offering B2B market research services to clients too.

Learning what your competitors are offering clients will help you step up. This stepping up should involve improving your services.

Or, it might help you understand what you can do to attract new clients in the market.

In this way, attending networking events allows you to get to know your clients better. It also helps you discover what your competitors are up to.

But, if you don’t have the time needed to attend such events, there are other options available.

For instance, you could join groups dealing with your target clients. For instance, say you are a B2B company in the tech industry.

You can attend conventions and other events where tech companies convene. Doing so will allow you to interact with these clients on a one-to-one basis.

Such interaction will help you get to know them better. It’ll also help you to discover what clients expect from your products and services.

You can find such events and groups on platforms like Linkedin and Facebook. So, as you can see, this isn’t a very expensive strategy to put in place.

3. Use Social Media Channels

Building a strong social media presence is one of the keys to fostering client relationships. The advantage of using social media is that it doesn’t take up too much of your time or money.

Through different social media platforms, you can collect insights on things happening in your industry. Social media conversations provide helpful client information that can range from their needs to their product preferences.

This way, you can package your products and services in such a way that addresses these needs. This makes your product more desirable to your target clients.

Through digital marketing discussed above, you can filter which contents are relevant to your business. Being able to filter social media content can help you save a lot of time and resources by reviewing only what is significant for your marketing plan.

Also, it’s important to note that many B2B clients rely on independent research to learn more about businesses. These clients wish to discover if the businesses on social media are trustworthy.

You can help your clients out of this dilemma by providing such information yourself. Remember to feature educational content on your social media accounts.

This information shouldn’t focus on the features of your products and services alone. Instead, it should include what your business is all about.

Making such information available to users via social media will help you build credibility.

Just like networking events, social media channels are also a great avenue to know more about your competitors. In the same way, you get insights about your customers, content on these platforms also provide an overview of your existing competitors.

Conclusion

Implementing these strategies will help you connect with clients. It’ll also help you maintain a steady revenue stream.

Winning clients for B2B market research companies can be an uphill battle at times. With plenty of competition, your services and products must stand out from those of the rest.

Building mutual trust with your clients will help you win half the battle there. Using digital marketing and social media channels can build your online presence.

In doing so, it’ll help you execute your B2B strategies successfully.