Local history
The peculiarity of companies that are used to working with b2c is that they are used to working with b2c. And they do not know how, do not see, and their internal processes are not geared towards processing b2b clients. For such clients, working with unusual b2b clients is like torture. He tries to solve with what is. And it doesn't work. The salesperson does not pull calls. The presentation needs to be redone. The usual sources of applications cease to work.
At the same time, the customer understands intellectually what is more interesting there. But, rarely does anyone really build b2b as a funnel and embed it fully into their sales system.
The history of the "kitchen company" is rather commonplace. What is special about it is that the business owner was able to restructure his work format for b2b sales features. New materials, contracts, presentation processes and client followup.
What they did
1. First, define the audience . In the case of kitchens, these are: designers, architects, estimator (the representative of the builder who determines the suppliers).
They turned out to be about 9K in the geographical area of interest
2. Collecting a database and fetching all the details in order to make your own filter based on the complete data and weed out those who no longer work or do not fit other indirect signs.
3. We create a process for working on the LinkedIn side so that we can start communicating with each of the audience. At the same time, it is important to have a custom approach to everyone.
As a result, we must have a clear picture of who communicates with us, who does not answer, who sent us.
4. Connecting profiles , setting limits.
5. b2b .
, outreach LinkedIn :
email marketing ,
2 remarketing Facebook remarketing Google
LinkedIn, , , .
LINKEDIN - LinkedIn.
6. Website Visitor Actions. outreach .
. . LinkedIn, , . .
, 10 .
6 -. 5-6% .
6 :
- 140 ,
- 12
- 20 , $85K .
, 9K (omnichannel) - 25%.
b2b b2c. . , .
b2b .
b2b , !