14 Step Crushing B2B Digital Strategy System

The 14-step digital strategy down below explains how we will help you with your lead generation. Our proven methods will help you establish a strong B2B brand on LinkedIn as well as other relevant social media platforms. The system will also help you improve your search engine marketing results. Look at the diagram below so you can get an idea of how we coach people to success.


Define Business Avatar

The best place to start in any marketing plan is defining your business avatar or your most profitable ideal customer. Your business avatar is the profile of the person that you create your business, content, services, and products for. Therefore, it makes sense to structure your digital marketing plan entirely for that person. Your business avatar is waiting for you to introduce your business to them so you can help solve the issues they're facing. 

You will not be in business long if you're not getting new or retaining existing customers. If it seems like it's hard to run a business imagine how much harder, it is when you don’t have the right customers. Hence, the need to identify your business avatar as quickly as possible.

So who is your business avatar?

Let's compare bad avatars and good ones so you have an idea of your ideal business avatar looks like.

What an avatar is not:

“My avatar is any business who may want to learn more about my business."

“Any business who would purchase my product or service”

“A corporation who would purchase my product or service in XYZ city or territory”

What a really good definition of your B2B avatar looks like:

Avatar example:  Demographic Characteristic "My business avatar is located within 80 miles of our business, works at a business with 51 – 500 employees, is a Vice-President C-Level Executive, the business they work for has a B- credit rating or higher, the business is privately held, the location will occupy 5,000 square feet or more, & will be in the list of SIC (Standard Industry Codes) I provide.

See how we focus on narrowing down a broad target to a very specific business avatar that can really use your products or service?

It's important to profile your most profitable existing ideal customers.  Thereafter, duplicate their characteristics to define your specific B2B avatar.  It's also important to know what your business avatar wants and desires in their business decision making process. Is customer service important to them?  Do they fit your businesses Core Values?

Defining your business avatar focuses everything

As an entrepreneur or C-Level executive, you will come across many tough decisions. Knowing who your business avatar is will help you find the right path every time you come to a fork in the road. 

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Optimize LinkedIn Profile

Anyone providing a B2B product or services needs to be on LinkedIn, so we help optimize your LinkedIn profile. There are many reasons to optimize your LinkedIn profile so you can stand out from the crowd.

Everyone knows that your LinkedIn profile can be great for lead generation. However, few people also know how to go about connecting and selling on LinkedIn the right way. We have a lot of experience with selling different types of products and services on LinkedIn. Our team also knows quite a bit about how the search engines algorithms work on LinkedIn. Therefore, it makes a lot of sense to use our expertise to optimize your LinkedIn profile to create activity that will get you noticed.


Review SEO Strategy

Most digital marketers agree that search engine optimization (SEO) isn't the same as it was a short time ago.

Some will also tell you to focus more on your message than keywords too.

Things certainly aren't the same, but keywords still matter. These days, most business owners and executives know you won't have great results with simple keyword stuffing. A lot of business owners also understand the value social media can bring to SEO results too.

However, very few business owners know how to tie it all together or whom to go to for help. The confusion is due to so many SEO services and digital marketing agencies flooding the market with options. Total confusion happens. Unfortunately, business owners and executives tend to know they need the services and end up writing a blank check to the provider with no accountability of achieving KPIs.

Our SEO team understands the many things that need to be done to increase domain authority (DA). The higher your DA the better you will do with Search Engine Results Pages (SERP). Contact us to ask us to review your SEO strategy anytime. 

SEO strategies b2b

What is SEO strategy?

SEO is what you need to do to get your website to rank toward the top of search engines like Google. The strategy one needs to implement to get good results in the search engines is constantly changing. The reason the rules constantly change is due to the need for search engines to provide the best answers possible. 

Our team does more than optimize your website. We also optimize your social media content and create high ranking backlinks to your website.

Here are three types of SEO that our team helps business owners with:

  • On-page SEO:This SEO focuses on the content that's on your website's individual pages. The content of each web page and the way you structure that content makes a big difference in SERP.
  • Off-page SEO:This type of SEO focuses on links and content that refer people to your website's pages. The number and quality of the links that point back to your website also make a big difference in your DA. 
  • Technical SEO: This kind of SEO is crucial to the success of your website due to the way Google cares about code as much as it does content. This side of SEO is also the part most website owners really don't understand. 

What is an SEO or search engine optimizer?

Search engine optimizers (SEOs) are people who optimize websites, so they rank higher and drive more traffic through search engines. Therefore, a good SEO can really be vital to the success of any business. In 2019, every business that wants to really compete in its industry needs a well thought out SEO strategy. An SEO can help a business discover more ways to stand out online.

There are many ways to rank higher in the search engines so not all SEOs will do things the same way. They also will produce different results because their processes are different. You can find a good SEO company by finding them or their clients ranking higher in the search engines.

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Set Social Media Goals

You need to set social media goals if you want to get the best Return on Investment (ROI) possible from your social media marketing. A lot of business owners know that social media can help grow their business. However, most business owners fail to turn a profit from their social media due to a lack of focus. It's hard to build a strong brand through social media because of the competition. It's even harder if you don't set social media goals that will:

  • Increase brand awareness
  • Build customer trust
  • Introduce your product or service to your business avatar
  • Communicate the value your business offers
  • Drive traffic to your website
  • Create lead generation
  • Sell a product or service
  • Show your niche authority

Establish and rank the top 5 - 8 the most relevant goals. Turn the goals into data points that can be tracked as your Key Performance Indicators (KPI’s). 90 day, 6 month and 12 month KPI target goals will need to be created. The KPI’s will be tracked on a monthly basis to verify you will hit the goals you set.

social media goals for business

Create Content Scheduling

Most businesses that struggle with producing a strong social media brand fail because of a failure to create content scheduling. You can post things whenever you want on social media. However, that doesn't mean you should just post whenever you want on social media. If you want to succeed on social media, it makes sense to put some thought in how you create content scheduling. Annual as well as 90-day scheduling calendars are extremely important to achieving your lead generation goals. It is also important to keep in mind that different social media posts will do better at different times on different social media platforms. Therefore, it makes a lot of sense to create a content schedule that takes advantage of the peak times on different platforms.

Our team puts a lot of effort into learning all the top B2B social media platforms, so you don't have to. We spent time learning what times and content work best on different social media platforms. The scheduling of social media makes a big difference in your ROI. You can also enjoy a lot more free time and less stress due to having a solid content schedule.

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Create Sales Funnels

Most business owners understand that marketing is very important because of the constant need for new customers.  Without marketing, your business will fail due to the absence of new customers or the attrition of existing customers. Your business will also fail if your customers aren't buying your products or service consistently.  Therefore, it becomes crucial to understand how to create a Call-To-Action (CTA) that leads people toward making a purchase. Our team of digital marketing experts will help you create a sales funnels that take advantage of all the marketing you're about to do.

Sales Funnels for business

What is a sales funnel?

A sales funnel earns its name due to the way it leads customers toward making purchases. The correct sales funnels will help you achieve consistent automated and scalable revenue. You begin with marketing to a vast audience so it's only natural that the audience gets smaller and smaller as you move toward the exchange of money. Your marketing efforts should bring more people to your landing pages than you can expect to become paying customers. Therefore, you need to put thought into moving the potential customers (prospects) into paying ones.

Here are five steps to creating a sales funnel: 

  1. Create marketing content for social media and the search engines
  2. Develop an enticing landing page that properly introduces your products or service
  3. Present a good offer that helps ease the pain your customer is dealing with
  4. Provide your customer with different options 
  5. Give the customer a reason to come back again and again

The 8 benefits of using sales funnels:

  1. Create a branding relationship with a prospect
  2. Gather valuable information from a prospect such as a name or an email address
  3. Build an automated process for gathering the prospects data into your CRM
  4. Interact with the prospect through an automated system to verify the prospect is a lead
  5. Verify when the prospect will be making a buying decision
  6. Run the prospect through your sales process or an automated drip marketing campaign
  7. Close the sale
  8. Customer retention
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Create Valuable Content

Everyone that tries to sell products or services online knows they need to create content. However, a lot of people also fail to realize that they need to create valuable content. When it comes to branding your business, it's not hard to create valuable content if you do a good job of trying to solve the pain points of your business avatar. Any content that helps solve issues your business avatar is facing is content that they'll consider being of value. Unfortunately, if you only focus on branding your business on the platforms you are not creating any real social value for someone to connect with you. In addition to branding your business, there are 3 types of content we highly recommend focusing on.  Establishing a mix between these 3 types of content and branding will create value for your connections.

There are 3 types of content to focus on when creating valuable social content

  1. Educational
  2. Heartfelt
  3. Humorous

Things to do to create valuable branding content

  1. Identify your business avatar
  2. Think about what problem your business avatar is facing
  3. Provide data or tools that help solve the problem your business avatar is facing
  4. Pay to attention to other people's social media content as research helps
  5. Use of CRM (Customer Relationship Management) systems to take notes
  6. Focus on benefits to your business avatar more than making money
  7. Use the right social media platforms and Search Engine Marketing (SEM) strategies
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Create Social Engagement

Learning how to create social engagement is key to learning how to grow your brand online. 

  1. Nothing beats wit and humor when it comes to producing engagement on social media
  2. Don't make your social media content to brand heavy. Focus on topics that are educational, heartfelt and humorous more than your business
  3. Join conversations and answer questions that people are asking about your industry
  4. Engage in and share other people's content
  5. Make your posts as visual as possible. Videos and images do well on social media
  6. Use the right amount of relevant hashtags on different social media platforms
  7. Don’t be afraid to tag others on the post.  Tagging connections will let them know you posted something that may be interesting to them
  8. Help promote other friends on the platform.  It will come back to you 10 fold
  9. Ask questions
  10. Run contest and giveaways
  11. Feature your followers in your posts
  12. Go live when you can and put yourself out there
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Execute an 80/20 CB2B System

It is all about building trust. People are doing business with you because they know, like and trust you, Period.  Social Media follows the same rules, there is no difference. Do not strictly focus on what products or services you are offering via social media. Focusing too much on what you offer has zero value for someone to connect with you. 80% of your social media activity should revolve around inspiring and entertaining your followers. Use the LinkedIn Social Media Platform for building customer trust through entertainment, inspiration, and learning. B2B Brands tend to do best with their social media marketing when they focus on creating valuable content such as Educational, Heartfelt and Entertaining post.  Let people see the human side of you, your company and the team you work with.

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Capture Data

You need to capture data and pay attention to Key Performance Indicators (KPIs) so you know what works and what doesn't. Hence, the need for making sure you're using good CRM software to capture and build your prospect database. There are many CRM software solutions available such as HubSpot (Free) and Salesforce (Monthly Licensing).

If you don't pay attention to KPIs you won't get the best possible results to drive your business sales.  Integrated CRMs will allow for full data capture and KPI tracking. The better you do at automating and monitoring your KPIs the more you will be able to create leads that will be able to turn into new business sales. So, it's vital to your success to capture data and understand what it's telling you. 

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Execute Offline Campaigns

There is a lot of ways to market your business and build your brand on top of social media and Search Engine Marketing (SEM). Once you have built your database of prospects in your CRM you will have a gold mine of people of decision makers and key influencers who will know you and trust you.  You now have all the standard means of building an offline relational drip marketing campaign through your CRM software.

The top 8 offline methods to convert prospects into customers using a drip marketing campaign

  1. Direct Messaging through LinkedIn
  2. Email Marketing (with permission)
  3. Offline Relationship Funnel
  4. Telemarketing
  5. Personalized Mailing Campaign
  6. Educational Webinars
  7. Hosting local educational events
  8. Cold Call (Warm Call)
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Build Backlinks

Backlinks, links to your website, are vital for driving website traffic and establishing your brand as an authority in your industry. Learning how to build backlinks to your website is vital to your online success. Google results have a lot to do with your ability to build backlinks to your website because they're an indicator of the value your brand provides.

If a lot of websites are linking to your social media and website content, then you tend to look better to the search engines. However, you want to make sure you build backlinks from good sites that are as relevant to your industry as possible. If you build backlinks from bad sites or good sites that aren't relevant your results will suffer.  Therefore, it makes senses to learn how to build backlinks from the best sites possible.

Our team can also build backlinks for you as part of our marketing service. 

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Measure KPI’s

In step number 4, you set your top 5 – 8 social media goals. Measuring your ROI allows you to make sure you are scaling up and making money on your social media spend. It can take up to 12 months to test and fully develop your social media branding and lead generation system.  There are too many companies that want to take your money without providing a true ROI.

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Knowing how to measure your KPIs will help you set goals and keep track of your ROI on many different things. If you're spending money or time on doing things to build your business, you need to also focus on making it profitable. KPIs are different for every type of business and investment due to the variety of challenges and expenses each business faces. However, the methods for capturing and tracking data is pretty much always the same. KPIs should be measured on a weekly or monthly basis.  The KPIs are like a speedometer for your business.

KPIs should be:

  • Well-defined and quantifiable
  • Crucial to achieving your goal
  • Applicable to your line of business

Close More Prospects

Scaling up your business is all about closing more prospects while focusing on true net income. Businesses are in business to make money and we take great in helping people close more prospects. If you want to close more prospects, you need to take the right steps to build trust and earn the business. We can definitely help you do that.

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