Business to business marketing poses a significant challenge when compared to business to customer marketing. In order to successfully appeal to a business client, you must be able to project a level of authority and knowledge to win the client’s trust far above the thresholds of B2C, while still trying to appeal to them as a potential consumer.
When working with a B2B marketing agency or a B2B website design company, it is important that they be able to at least project the level of expertise and insider knowledge about your industry, or else you risk alienating your buyers.
This, of course, is only one concern, just one pitfall you need to avoid when searching for the best B2B website design service or marketing firm. That is why we’ve put together a list of 4 questions to ask potential agencies before making any official decision.
1. How Will Their Team Understand Your Industry?
Not everyone can be an agent, especially on the more arcane aspects of your business, but as we previously mentioned, it is important that they understand how to talk like an expert.
While the methodology can be interesting, what you are more looking to ascertain is that they have a method period. A reliable firm will want to utilize you and your own team to build at least the basics of understanding, although beyond that they should also have strategies which are less reliant on your team as well.
2. Does Their Strategy Utilize Content?
If the answer to this question is not yes, then you should be very, very skeptical of the firm going forward. Producing high-quality content, both marketing content and general blog style content is important to help your company stand out against the constant competition in the digital B2B marketplace.
3. How Do Your Revenue Targets Fit Into Their B2B Marketing Strategies
Again, the exact answer here is less important than the way the agency approaches the question. It is important that they understand how your revenue targets affect the campaign, how they might need to move away from top-funnel awareness in order to achieve your specific goals.
Listen to the way they think out loud, when posed with the question, and if they are able to adjust their initial answer when you prompt them in another direction.
4. How Does Mobile Tech Fit Into Their Plan?
This one should have a solid answer, after all, of the companies that with a website specifically designed for mobile, 62% had increased sales. Even B2B businesses benefit greatly from offering mobile sites, with 40% of cellphone owners using it to search for B2B products.
You might have noticed that what is often more important than the actual answer your questions receive is the way the people from the agency respond to them, and how receptive they are to your input. That way you will know if they will be able to grow, adapt, and better reflect your company through their B2B website design or marketing services.
Ryan Flannagan is the Founder & CEO of Nuanced Media, an international eCommerce marketing agency specializing in Amazon. Nuanced has sold $100s of Millions online and Ryan has built a client base representing a total revenue of over 1.5 billion dollars. Ryan is a published author and has been quoted by a number of media sources such as BuzzFeed, CNBC, and Modern Retail.