How to Improve Your B2B Customer Experience In 2019

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What happened to the B2B customer experience? An inordinate amount of attention has been paid to the evolution of retail consumer marketing, the adoption of digital advertising, social media marketing, and other new media.

In many cases, B2B businesses have fallen behind in adoption of cutting-edge technologies and techniques. Websites have fallen into disrepair, even neglect. And no one notices, that is, except for the prospects and customers.

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Even if the B2B business has just launched a new website, that site may not be designed with the customer experience in mind, optimized to facilitate discovery, planned to leverage content marketing initiatives, or infused with inbound marketing processes to nurture leads and convert to sales.

Considerations for Improving the Customer Experience

1. A Website is No Longer Just a Website

Congratulations on your shiny new site. But now what? The game has changed. the shift has happened. Today’s consumer arrives at your site already educated through web search and armed with remarkable intelligence. And regardless of your business sector your customer has expectations of how your business enables and responds to your community.

Are you engaging your prospects and customers across all platforms – not just the website? Are you creating valuable content that binds the website and the marketing messages together? Are your customers compelled to share this content in their respective networks?

2. Customer Engagement Begins with a Digital Strategy

A well-conceived and properly developed digital strategy is absolutely critical to most every successful B2B marketing plan. When executed, it will leverage all your internet, social, and content marketing initiatives in a way that will generate leads and result in new revenue incredibly fast.

A digital ecosystem schematic will illustrate how internet traffic (demand) will be generated and how it is commandeered and routed between web site, blog, audio, video, ebooks, eNewsletters, as well as Facebook, Twitter, LinkedIn, YouTube, and other social sharing platforms.

3. Inbound Marketing Converts Leads Into Customers

Inbound marketing is based on the concept of earning the attention of prospects, making yourself easy to be found, and drawing customers to your website by producing content that customers value.

This process facilitates and hastens client discovery of your offerings, increases web traffic, generates leads, facilitates sales conversations, and builds loyalty with consumers.

  1. Generate more traffic
  2. Turn visitors into leads
  3. Convert leads to sales
  4. Turn customers into repeat higher margin customers
  5. Analyze, refine, and repeat

Inbound marketing is especially effective for those businesses with long research cycles and knowledge-based products. In these areas prospects are more likely to get informed and hire those who demonstrate expertise.

Given that the average B2B purchase is often many multiples of those made by retail customers, the stakes are high. Investment in customer acquisition strategy and tactics are critical to long-term success.

Your digital marketing agency partner will help you create multiple paths to revenue and give you the technology and consultation that will positively impact your bottom line quickly, this quarter.

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How To Work with a B2B Marketing Agency – FAQ

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As B2B marketers, we have had many questions from prospective clients over the years on how best to work with a B2B marketing agency.

Our people at Momentum Marketing are motivated to help our clients grow their businesses. And quite frankly, that’s the single best way to forge and maintain long-terms relationships. Not to mention having an easy communication style and proven client management process.

So if you are wondering why you should invest in a B2B marketing agency like Momentum Marketing, read on. And if your question is not on the list, reach out. We’re friendly!

FAQ – Frequently Asked Questions

Why do I need an agency that specializes in B2B?

Most marketing and advertising agencies work with B2C brands, dabbling in B2B on the side.

However, B2C is often brand-centric and not always focused on increasing sales. They are two different disciplines with very different strategies and tactics.

• A B2C agency will talk to you endlessly about logo and brand, and how customers will perceive your company.

• A B2B agency will look at your product, analyze the efficiency of your sales funnel, and develop a strategy and plan to increase qualified leads and sales, using measurable activities.

If you need branding expertise along the way, we can provide that, ensuring it supports the strategy we create with you.

Will I have to pay for the automation software?

Marketing Automation software is outrageously expensive, and organizations typically use only a fraction of the tools that are available to them. Momentum offers our clients access to agency-grade SAAS marketing automation at a fraction of the price.

Oftentimes, the cost of the software can be wrapped into the services delivered at no additional charge. We’ll manage as much of the automation as you wish.

We’ll even train your team on how to use it!

How involved will we be?

Momentum has developed a very collaborative yet time-efficient process for working with clients.

Through a series of one-hour discovery sessions, we will gather the information we need to prepare and deliver a marketing solution that delivers results.

How much additional marketing knowledge will I – or my organization—require?

Momentum was founded as an outsourced marketing department for B2B companies.

Many of our clients have little or no internal marketing resources. All of our team has deep marketing and media experience in the B2B realm. Using this experience and knowledge, we act as an extension of your team, stepping as much or as little inside your organization as required.

You are the expert on your business, and we are happy to bring our experience and track record to apply to your business and challenges as you require. So you don’t have to go back to school or take your focus off your own objectives.

But our clients typically end each project with more knowledge about the latest marketing techniques and tools than they had at the start.

Will I get lost in your agency hierarchy?

Unlike traditional marketing and advertising agencies, Momentum has developed a non-hierarchical approach.

We interact with your people on a peer-to-peer basis, not through a sales person or single point of contact. This way, we foster a team spirit and collegial approach that results in more effective and long-term relationships, not to mention better sales outcomes.

What return on investment can I expect?

At Momentum, we believe every dollar spent on marketing should deliver a strong multiple when it comes to returns.

We also believe all marketing should be measurable.

All our campaigns are developed with a clear strategy to increase sales. From digital marketing vehicles, to appropriate traditional initiatives, every tool we recommend is selected based on the ability to measure results.

We then track every channel, analyze results every 30 days at a minimum, and tweak campaigns to enhance those results.

We look at key performance indicators, such as the number of sales, cost per lead (CPL), cost per sale (CPS), click thru rate (CTR), reach, Facebook relevance score, engagement, etc.

How long will it take to see results?

Once we develop your marketing strategy and plan, we can execute your campaign in-market within 30-60 days, with measurable and actionable data resulting within three months.

After six-months, a solid deal funnel should be in place, delivering a stream of qualified leads and increased sales.

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3 Key Factors for a Successful B2B Lead Nurturing Campaign

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The onset of marketing automation has truly changed the way we reach out to, build relationships with, and sell to customers. Technology has made it possible for companies to gain traction and scale quickly.

While many companies have moved away from traditional outbound marketing, many companies find the transition overwhelming, leading to inaction and remaining with the status quo.

The problem? Most agencies offer a one-size-fits-all approach to marketing automation, although, in reality, there is a strong need for adaptable, flexible, and measurable approaches to building momentum and getting you results!

Lead nurturing as a concept isn’t new at all. It is the process by which cold visitors are “warmed up” and developed into sales-qualified leads, leading to product or service purchases.

Traditionally, lead nurturing was done over a series of calls or face-to-face interactions. However, the blitzkrieg of information inflow these days has rendered cold calling ineffective. In fact, unsolicited calls might also negatively hamper brand perception.

That is when permission based email marketing comes to the rescue!

As alluded to earlier, due to a large number of moving pieces, marketing automation can either act as the fuel that propels you into deep space or the fuel that causes an explosion right in front of you, if handled incorrectly.

There are certain key factors you’ll need to consider before embarking on a lead nurturing campaign.

Who are you targeting?

The initial response to this question might be that you’re targeting a ‘segment of users’, but in order for the campaign to be more effective, you’ll need to know in precise detail who your ideal customer is.

One of the biggest challenges in B2B marketing and sales today is knowing exactly who your core customers are.

Peak performance coach and thought leader Anthony Robbins speaks of the law of life: 80% of success in life is psychology and 20% is mechanics. So before diving into the software and tools, you’ll need to create a persona for your ideal customer, including her name, age, psychographics, demographics, likes, dislikes, and pain points.

To see an example of a few customer personas click here.

On a side note, when Abraham Lincoln said ‘Give me six hours to chop down a tree and I will spend the first four sharpening the axe’, he was probably highlighting the importance of Buyer persona research before marketing strategy execution!

Context Beyond Content

Someone once said Content is what you make for them.
Context, on the other hand, is what you mean to them.

While creating content is important, sharing that content with the right person, at the right time, via the right medium is far more important.

If you don’t get the right combination, your audience engagement may suffer because you have not established a strong connection with them.

Ryan Levesque’s book ‘Ask’ features a really amazing case study. One of Ryan’s clients was marketing based on the assumption that the target segment was between the age of 40 and 50. Interestingly, upon conducting a survey, it was discovered that the target segment was actually between the age of 50 and 60. Wow!

Heeding the call, Ryan and his team made a few changes to the website, including the images, the phraseology, and the colors to induce a sense of nostalgia.

The results were phenomenal because both the engagement and the sales conversion increased dramatically. This spike was a result of ensuring that the content was targeted towards the ideal customer.

Ask for the sale – Engaging, connecting and building relationships with your audience are excellent practices, but if you don’t ask for the sale, at some point on the journey, your prospect might become frustrated.

Of course, this works both ways! You may lose the business if you ask for the sale too soon or if you never ask at all.

By strategically segmenting your audience and scoring your leads based on clicks and actions performed, you will not only increase conversions but also increase the average value of each sale.

Even after the initial purchase, when the lead has stopped visiting your website, lead nurturing allows you to rekindle the relationship and continually remind the customer about your business.

If you love extra content, here’s a bonus 4th factor for you to consider!

Test, Test, Test – While this may seem pretty obvious, testing is absolutely critical if you want to improve results. The best campaigns are ones that are considered a ‘work in progress’ because there is always room for higher engagement, higher open rates, and more sales.

Make sure you experiment on a regular basis with CTAs (calls-to-action), subject lines, email length, and content. Proper marketing automation tools have powerful A/B split testing features that allow you to isolate the key factors for sales success.

However, at the end of the day, it’s not about ‘what’ you do, but how you do it. Our most successful clients have seen major results because at one point they made a conscious decision to stop trying to reinvent the wheel, seek help, and dramatically reduce their learning curve.

Momentum B2B Marketing offers comprehensive Inbound Marketing strategy and service coupled with our powerful agency-grade Momentum Marketing Automation software – all for less than a monthly subscription alone for other leading SAAS solutions.

Invest your precious marketing resources into inbound marketing strategy and training that will drive your business and your team forward.
Let the work begin.

At Momentum, we put your financial and organizational success at the center of everything we do. Congratulations on your commitment to this process and on your continued path for growth, success, and measurable results.

Your Inbound Marketing program from Momentum begins with a simple conversation.

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What is Marketing Automation?

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Marketing Automation is the hottest phrase in marketing.

In a nutshell, it is a process of leveraging digital technology to facilitate online discovery of a product or service, acquire a qualified sales lead, and nurture that lead closer and closer to a buying decision — with little or no human intervention until the optimum moment of contact and/or close.

Marketing Automation is also synonymous with a wide variety of software programs that marketers use to facilitate this inbound marketing process.

But software by itself is not worth a hill of beans without a solid strategy designed specifically for your particular business and prospective customer.

So let’s go back to the start…

If you or someone in your organization has identified the need for marketing automation, then there is likely an understanding that two things have changed for the business.

1. The traditional methods of sales are not working. It’s getting harder to sell!
2. Most prospects would rather cut off their ear than listener to a sales pitch.

Consumers want to discover your product either through search or through a social recommendation. In fact, 82% of B2B buyers start with an internet search.

Your team, perhaps with guidance from your digital marketing agency, will help you determine the strategy and marketing automation tools required to design and execute an entire program, to attract visitors to your business, pre-qualify leads and nurture them with specifically crafted content and offers to lead them through the various stages of your deal funnel.

Only at this stage is it a wise to employ a marketing automation software program to carry out the program devised above. If you pour money into a SAAS (software-as-a-solution) without a plan, you will be wasting your precious marketing dollars. Arguably the true value is in the plan, not the software. In fact, the best digital marketing agencies will provide a robust agency-grade marketing automation software program at little or no cost when you work with them to create, measure, and refine a plan to reach specific goals.

The agency will also train your marketers to properly drive the system on an ongoing basis. Of critical importance is the need to assess performance of every campaign every 30 days. Your agency will be able to crunch the data, make adjustments based on the results, and help you make better business decisions as a result.

Most importantly, you will be generating more, highly qualified leads, meaning that the sales department will spend more precious time closing than warming up cold prospects. Companies that use inbound marketing automation campaigns routinely close 15-30% more business with a properly coordinated strategy and execution.

Momentum Marketing offers comprehensive Inbound Marketing strategy and service coupled with our powerful agency-grade Momentum Marketing Automation software – all for less than a monthly subscription alone for other leading SAAS solutions.

Invest your precious marketing into inbound marketing strategy and training that will drive your business and your team forward. (And get the software for free.)

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5 Keys To Engaging and Driving Online Community Engagement

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Online strategies aren’t just about setting up accounts on the right platforms – your strategy needs to involve true engagement.

Driving online community engagement requires planning, risk management, and a cohesive objective that is clearly stated to all of your key staff members.

1. Word-Of-Mouth Only Goes So Far

You need a plan. Simply signing up for an account on any given social platform does not mean your organization has fulfilled its obligation. Social connections via your chosen networks are not obligations but opportunities to engage directly with your members, prospects, fans, or clients.

As your message spreads and your community grows, how will you feed the appetite for more? Will you be equipped as an organization to create and disseminate your message?

This direct connection requires a clear plan with regard to infrastructure, integration, and, most importantly, a set of rules and policies for disseminating your message. There is nothing more important than a planned and coordinated process for responding to inquiries, comments, and requests.

2. Identify Your Advocates and Feed Them

The key to any community is the full engagement of its members. Early on in your campaign you will discover those advocates who are willing to share your message and push that message to their respective networks. With every Facebook post, tweet, or blog post, your advocates wait to share what your campaign is providing.

Gaining the trust of your online advocates and providing them with a continued stream of shareable content provides ever expanding reach; in turn pulling in more campaign advocates from their respective networks.

Reward their efforts. Recognize and identify your advocates publicly. Thank them whenever, wherever, and however you can. These individuals are the backbone of your campaign’s success.

3. Trust Your Community

Astute observers of successful online campaigns understand the nuances of online communication. Well planned, effectively executed online campaigns have assessed the risks at hand and understand how to mitigate those risks when required.

Just as your community trusts and advocates your campaign, you in turn must trust your community when negative comments or posts arise. Well-fed advocates who have been provided with the right tools will assist in regulating your community – most times without direct intervention.

Ask yourself before you begin: Do you understand how to mitigate risk? Can you identify those in your community who are your advocates? Can you identify those in your community that are Influencers?

4. Rules Of Engagement – Rules / Fears / Clarity Over Control

The rule of online engagement has shifted, placing the power of the message in the hands of the viewer, consumer, or visitor. The intention of a Rules Of Engagement policy is not to handcuff those posting and engaging online.

The intention is to provide a set of guidelines for disseminating content, insuring all messaging is on brand, on target, and true to the core message. Direct brand connections create deep inherent value and keep visitors and advocates coming back.

Community engagement using social media requires a shift in the way organizations view themselves and their relationship with the public. The shift is happening on a cultural, organizational, and individual level. Before committing resources to a social media program, organizations need to know how to mitigate the risks while maximizing the rewards.

The first step is to create a safe space for staff, volunteers, and other stakeholders through clear, effective social media policies. Clarity over control.

When everyone involved knows the purpose of the organization’s social media initiatives—if each individual is clear about his or her role in achieving that purpose and the parameters in which they can participate—those social media initiatives will be that much more successful from the start.

Do you understand the nuances of your community? Have you provided your key internal staff and your community manager with a clear community engagement objective?

5. Tools Don’t Build Communities – People Do

Many times online community engagement continues to fall back on the tools an organization commandeers to share their brand message. However, those tools don’t drive themselves. It’s the people that organize and implement the campaign who are the key to a successful campaign.

Your community manager, the advocates, and the influencers will make or break the success of your online initiatives.

Can you identify those in your community who are your advocates? Can you identify those in your community that are Influencers? Have you empowered your key internal staff with the tools they require to create a successful online campaign?

Five Keys to Inbound Conversion For B2B Marketing

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There are a myriad of reasons why it’s getting harder to sell. It’s not your imagination. Your sales prospect is not interested in taking your call. Culturally they are increasingly incensed by the uninvited approach.

Like a man on a hunt for a tool in Home Depot, your prospect doesn’t want your help. They cannot tolerate interruption. They want to discover you on their own – because your service will seem more credible that way. That is, if, and only if, your business has mastered Inbound Marketing.

The Five Keys to Inbound Conversion

1. Understand that Content Drives Discovery – 82% of prospects begin with a web search. You need to be found. Your company needs to generate and proliferate high quality content regarding your offerings. The more, highly focused, high quality, and user-centric pieces of content you offer the higher your business will rank in search returns. Organic Search results convey legitimacy. The goal is to create the perception (which is true) in the mind of the prospect that your business is driven by industry experts. Therefore your business will immediately occupy a superior position in the mind of the buyer versus your competition. You are now selling on quality not price. And you are receiving the lead, not banging your head against a brick wall trying to create one.

2. Develop a Game Plan and Calls-to-Action – Keep your Content Strategy top-of-mind. Your digital agency will develop a digital ecosystem schematic to visually illustrate for you how all of the paths to discovery will drive traffic to specific calls to action. Every opportunity will be used to convert the contact to prospect, to lead, and then most importantly to customer, with specific calls-to-action.

3. Employ Marketing Automation. In the days of traditional advertising, the key to message penetration lay in frequency of message. In the early days of digital, marketers individually built all of the campaign assets such as webpages, landing pages, and emails and managed them using disparate platforms. Powerful marketing agency software now exists that cuts the production time –and expense- to a fraction of the former cost. This allows your agency to highly format and schedule your inbound marketing efforts, spending more time on messages that create action and assessing results. The software will also track the prospect as they flow through your sales system to close.

4. Refine and Repeat. You must measure all your efforts and adjust tactics every 30 days, at minimum. Automation, expertise, and service are a critical combination of services that are most effectively delivered by your agency.

5. Get Started Right Now. The “we’re too busy taking orders” to do new things attitude will bite you in the ass. All businesses have cycles and you will need to be ready for the next lull in production. Because when you go to dust off your phone to make new calls you’ll realize that the old way is gone. And so too is your pipeline.

Creating and improving inbound conversion is a very specific expertise and is predicated on choosing a great agency partner who will take the time to understand your business and customers. They will develop a content strategy and develop engaging content and calls-to-action that are proven to deliver higher quality leads that are much quicker to close than other old school tactics like cold calling and yellow page ads. Let’s get started!

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Fuzzy Brand: Rebuilding Brand Equity

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In our work as a digital marketing agency, one of the most common declarations we hear from prospective clients is:

“I’m spending the same marketing dollars yet my brand equity is increasingly diluted.”

Every time we hear this phrase we hurt a little for the client. But we smile on the inside because before us is a client that we can help. We can help them overcome the cumulative effects of changing consumer behavior that are driven by technology, the resulting fracturing of the media marketplace, and the ages old issue of “doing the same thing over and over again and expecting a different result.”

The brand message becomes diluted resulting in reduced brand equity – a widely suffered malady known as Fuzzy Brand.

Here’s why some brands are experiencing diminishing awareness and significance as well as some prescriptions to cure fuzzy brand and rebuild brand equity:

1. Media use has fractured. The same money spent in the same places is most likely producing diminishing results. Television used to be the de facto mass reach medium. First the networks, then cable television and the 1000-channel universe. Terrestrial radio was followed by satellite radio and then internet radio. Add online and mobile smart phones and there are infinite programming possibilities and platforms of distraction for consumers. Brand activity must now happen across the right mix of platforms and aggregate audiences that use each medium in a unique way.

2. Interruptive marketing is not an effective stand-alone strategy. Television is still relevant. But how it is used and extended in order to continue brand engagement off-platform is critical. For instance, a portion of each campaign could include an interruptive message that includes a clear call to action. The same campaign could include video content that the user is invited to view based on his or her preferences. This is usually facilitated through social media and inbound online discovery. A common faux pas would be to use paid interruptive techniques to deliver content marketing initiatives.

3. All media should be measurable. More than just ratings points, creative, where appropriate, should include calls to action that can be validated and lead to solid paths of monetization. Read: Impact the bottom line. Every channel can and should deliver measurable results.

4. Traditional should coordinate with Digital. Multi-platform campaigns should consider in-program and content initiatives that promote interaction of the audience with the brand, offer strong calls-to-action, collect data, and allow conversion to sale, and create traffic to bricks and mortar stores, where applicable.

5. Engagement for engagement sake is B.S. Engagement is a buzzword among coffee shop social media experts. But the truth is that engagement is only worthwhile if it’s leading somewhere. Furthering the brand conversation is nice, but how does this activity convert to a sale? The brand benefits from engagement, with a purpose.

6. The media mix is probably out of alignment. Every marketing strategy is different. However, if you are spending the same proportions of your budgets in the same places as five years ago, your media mix needs immediate assessment.

Avoid the effects of Fuzzy Brand.

If your customers are asking you where your brand went, it’s time to make some changes. Your strategy-driven digital marketing agency will help you understand the environmental changes that have challenged your product or service. They will help you coordinate all of your media activity. And they will work with you to realign your marketing strategy and tactics in a way that will dramatically improve your campaigns and rebuild your brand equity.

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The Naked Truth About Shiny Object Syndrome

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How the ‘Latest and Greatest’ Can Leave Marketers Exposed

With the pace of change in the world of marketing and advertising, it’s very easy to get blown off course by a mass email solicitation or sales person flogging the latest and greatest marketing solution. You’ve seen the random pitches:

  • We can deliver Likes! (even if the user has no affinity for your brand)
  • QR codes are the future (even though you’ve never seen anybody use them)
  • Your website is not optimized properly for your industry (even though it is)
  • You need an on-site video (even if you are in waste disposal)

We can debate the merits of any particular tactic. And the prospect of impressing the C-Suite with the latest cutting edge marketing widget may seem intoxicating.

However, unless a particular tactic is central to supporting your marketing strategy, it is utterly useless and not worth a minute of consideration. Furthermore, if the shiny object presents itself mid-way through a campaign or budget cycle, the odds are even greater that it will detract from the overall marketing efforts.

The marketing strategy is the roadmap for success. It must be carefully constructed in order to address organizational goals and revenue objectives. And every tactic employed – from traditional media to leading inbound marketing techniques – must be deliberately on-strategy and be directly tied to revenue production… and ultimately measurable.

Let’s face it. If the ‘latest and greatest’ would help achieve the marketing goals, it would already be a part of the plan. If someone on the team darkens your doorway flogging the latest and greatest, perhaps the underlying reason is because the marketing strategy is not as strong as it should be. Send them back to plan.

Great tactics ought to be preconceived – not knee jerked into the marketing plan. Proactive rather than reactive always wins the day.

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How Canada’s Anti-Spam Law Impacts Your Social Media

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Canada’s Anti-Spam Law (CASL) will come into effect on July 1st. It prohibits sending Commercial Electronic Messages (CEM) to electronic addresses unless those message follow three simple rules:

  1. Identify the sender
  2. Obtain consent
  3. Provide an unsubscribe mechanism.

If you are doing business in Canada or if your customers are accessing their emails in Canada, CASL applies to you. But it applies not just to email but to social media as well!

In other words, CASL’s effect on your communications is likely broader than you may think. The Government of Canada’s website for CASL states that “Canada’s anti-spam law takes a technology-neutral approach, so that all forms of CEM sent by any means of telecommunications are captured under the new law.” Furthermore when listing the list of potential violations, “social networking” is mentioned.

To add to the confusion, the CRTC previously stated that, “Whether communication using social media fits the definition of ‘electronic address’ must be determined on a case-by-case basis, depending upon, for example, how the specific social media platform in question functions and is used. For example, a Facebook wall post would not be captured. However, messages sent to other users using a social media messaging system (e.g., Facebook messaging and LinkedIn messaging), would qualify as sending messages to “electronic addresses.” Of course, you didn’t expect the government to make anything easy did you?

To make sure your interactions with potential customers on social networks comply with CASL, one solution would be to include the following in the communication: “Could we send you a DM so we can discuss this with you in more detail,” as it is asking for consumer’s consent prior to encouraging them to engage or participate in a commercial activity.

If in doubt, and to make sure you don’t run afoul of the regulations, reach out to the marketing and media pros at Momentum Marketing for advice on your campaigns.

Happy CASL-Compliant Messaging to You!

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LinkedIn – The Business Social Network to Watch

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When asked which social network will be tops as it pertains to building business, especially among B2B companies, the easy answer is LinkedIn.

Bigger Isn’t Necessarily Better

LinkedIn is the social network for business. And although it doesn’t boast 1 billion served, LinkedIn does offer some impressive stats:

  • 300 million users (May 1, 2014)
  • 187 million daily unique users (Feb 6, 2014)
  • 40% of users check it daily (July 2, 2013)
  • 2.1 Million LinkedIn Groups
  • 41% of daily visits are mobile
  • 44,000 jobs accessed via mobile every day

What makes LinkedIn so powerful is that it is fast replacing Address Book (which replaced Rolodex – look it up kids!) as the place to store and access contacts. The beauty of course is that you stay in touch with your connections as they move from job to job.

It’s a Matter of Intelligence

Most business and sales people miss the vast intelligence that LI affords. By watching moves your contacts make, you can identify an opening for a conversation about your product or service. With just five minutes of research, smart users can identify and qualify prospective buyers or business partners. The act of this pre-qualification can mean the difference between having your advance welcomed or rebuffed.

Unlike Facebook, Instagram, Pinterest, or any other network, LinkedIn is simply the most effective way to pre-qualify leads.

The Cost Efficiency is Compelling

If you are selling a product or service, LinkedIn advertising (at least for now) remains one of the best and least expensive advertising opportunities when it comes to cost per lead. It amazes our clients when they realize that we are able to target their message right down to the ZIP code and connect with the precise target within corporate hierarchy. And because users tend to be connected with like professionals, there is huge value in reaching those people as well.

LinkedIn Groups and Spotlight pages also create an amazing opportunity to share critical and timely content with connections.

As with all things, the manner in which you use LinkedIn will define the quality and quantity of the results you get.

Reach Out For More!

Contact the marketing and media pros at Momentum to receive a complete digital strategy and social media plan designed specifically to generate results for your business.

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