14-Step Crushing B2B Digital Strategy System 

The CB2B 14-step Digital Strategy System will help you with your B2B lead generation. Our proven, systematic 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. When your digital visibility is strong, buyers will find you.

Take a look at the diagram below so you can have an idea of how we coach enterprises to success.

1.-Define-Business-Avatar-B2B-Lead-Generation-opt
review SEO strategy
5.-Create-Content-Scheduling-B2B-opt
7.-Create-Valuable-Content-Educational-opt
80-20-Lead-Generation-System-opt
Offline-Campaigns-Email-Marketing-Mail-opt
Measure-KPI-Marketing-Goals
2.-Optimize-LinkedIn-Profile-Influencer-opt
4.-Set-Social-Media-Goals-LinkedIn-opt
create sales funnel
create social engagement
Capture-CRM-Data-in-HubSpot
How-to-Build-Backlinks-opt
Close-Prospects-on-LinkedIn
1.-Define-Business-Avatar-B2B-Lead-Generation-opt

When doing sales or marketing, the best place to start is defining your business avatar or your most profitable ideal customer. A business avatar is the profile of the person that you revolve your business, content, services and products around. Your business avatar is waiting for you to introduce what you have to offer so you can help solve the issues they’re facing.

Define Your Business Avatar

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, there is a need to identify your business avatar as quickly as possible.

A good definition of a B2B avatar example:

Demographic Characteristic: "My business avatar is located within 80 miles of our business, works at a business with 51 – 500 employees, and is a Vice-President C-Level Executive. The business they work for has a B- credit rating or higher. The business is privately held, and 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 who can really use your products or service?

It's important to profile your most profitable existing ideal customers. Thereafter, you can 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?

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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”

Defining your business avatar focuses everything

Knowing who your business avatar is will help you find the right path every time you come to a fork in the road. 

2.-Optimize-LinkedIn-Profile-Influencer-opt

Any business that is providing products or services for B2B needs to be on LinkedIn. LinkedIn is the largest B2B networking platform in the world, and your target buyers are there. You and your team's LinkedIn profiles are your digital representations, therefore they should display credibility, thought-leadership, and cohesive company branding.

Optimize Your Team's LinkedIn Profile

Everyone good B2B salesperson knows that your LinkedIn profile is an asset for lead generation. However, few people know how to maximize LinkedIn for prospecting and social selling the right way. There are many reasons to optimize your LinkedIn profile so you can stand out from the crowd.

The CB2B Team has a lot of experience with selling different types of products and services on LinkedIn. Our team of experts has figured out how LinkedIn algorithm works. Therefore, we can use our expertise to optimize your LinkedIn profile and create activity that will get you noticed.

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review SEO strategy

A good SEO can be vital to the success of any business. It can help a business get discovered and stand out in the digital space. There are several processes to take advantage of to successfully build a strong, tight-knit SEO strategy. We can work hand-in-hand to make your web pages rank higher and drive more traffic to your website through search engines.

Review Your Business' SEO Strategy

SEO is how you get your website to rank on the first pages of search engines like Google. Now that search engines are becoming more and more personalized to provide the user the best answers possible, your SEO strategies should focus on user-first.

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 that social media can bring to SEO results.

However, very few business owners know how to tie it SEO with SMM or whom to go to for help. The confusion is due to the many SEO services and digital marketing agencies flooding the market with too many options. Consequently, business owners and executives blindly signs checks to the service provider with no knowledge or accountability of achieving KPIs.

Our SEO team knows how to help you – whether it is keyword research, content planning for SEO, or building backlinks for your website. Together with our SMM team, we can seamlessly tie your social media and SEO.

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

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SEO strategies b2b

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. 

 

4.-Set-Social-Media-Goals-LinkedIn-opt

Establish and rank your business' top 5 - 8 most relevant social media goals. Turn the goals into data points that can be tracked as your Key Performance Indicators (KPIs). Together, we will create your 90-days, 6-months and 12-month KPI target goals. The KPIs will be tracked on a monthly basis to verify we will hit our goals.

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 B2B social media marketing and social selling.

A lot of business owners know that social media can help grow their business. However, most of them 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. Plus, it's also hard to measure the KPIs associated with social media activities, especially if you don't define them on the get-go.

Our CB2B Team is trained to systematize social media activities so all metrics are accounted for. We believe that when Content is King, Data is Queen.

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Your Social Media Goals should help your business to:

  • ✅ Increase brand awareness
  • ✅ Build customer trust
  • ✅ Introduce your products or services 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

 

5.-Create-Content-Scheduling-B2B-opt

If you want to succeed on social media, you should plan out your content scheduling. Annual, as well as 90-day scheduling calendars, are extremely important to achieve your lead generation goals. Take note of your business avatars – which content types are relevant for them? Choose content types that would attract and would help build trust with your ideal buyers.

Create an Actionable Content Scheduling

Most businesses struggle to create a strong social media presence. Why? Because of failure to create a definite content scheduling plan.

Yes, 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. Besides the content types, it’s 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. The scheduling of social media makes a big difference in your ROI.

Our CB2B team puts a lot of effort in learning all the top B2B social media platforms so you don't have to. We spent time learning the times and which content types work best on different social media platforms. Working with us, you can definitely enjoy a lot more free time and less stress due to having a solid content schedule.

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create sales funnel

Creating Call-To-Actions (CTA) that lead people toward making a purchase is crucial when it comes to attracting new customers or keeping your existing customers. Having a sales funnel with definitive CTAs will help you achieve consistent, automated, and scalable revenue. You begin with marketing on vast portion of your business avatars. Then, you trickle them down toward the exchange of money.

Create Sales Funnels

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) for lead generation and sales conversion. Our team of digital marketing experts will help you create sales funnels that take advantage of all the marketing you're about to do.

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 You need to put thought into moving the potential customers (prospects) into paying ones.

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
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The 8 benefits of using sales funnels:

     1⃣ Create a branding relationship with a prospect

     2⃣ Gather valuable information from a prospect such as name or email address

     3⃣ Build an automated process for gathering the prospects data into your CRM

     4⃣ Interact with the prospect through an automated system to verify the prospect is a lead

     5⃣ Verify when the prospect will be making a buying decision

     6⃣ Run the prospect through your sales process or an automated drip marketing campaign

     7⃣ Close the sale

     8⃣ Customer retention

 

7.-Create-Valuable-Content-Educational-opt

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. We highly recommend focusing on the BEEP method when creating content. 

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. 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.

7 considerations to create valuable branded 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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Use the BEEP Method when creating content.

     B – Branding

     E – Educational

     E – Entertaining

     P – Provoking

 

create social engagement

Good social engagement practices ultimately builds visibility and trust among your B2B buyers. Reacting to your prospects' shares, commenting valuable insights on your connections' posts, and tagging the right people on your posts using a systematized approach can bring great success to your lead generation.

Create Social Engagement

Learning how to create social engagement is key to learning how to grow your brand online. Here are 8 tips to get you started:

    1⃣ Nothing beats wit and humor in social media engagement.

    2⃣ Don't make your social media content too brand heavy. Focus on topics that are educational, heartfelt, and humorous more than your business.

    3⃣ Join conversations and answer questions that people are asking about your industry.

    4⃣ Engage in and share other people's content.

    5⃣ Make your posts as visual as possible. Videos and images do well on social media!

    6⃣ Use the right amount of relevant hashtags.

     7⃣ Don’t be afraid to tag other people on your post. Tagging the right connections on your posts or comments will let them know you posted something that you find be interesting for them.

     8⃣ Help promote friends' businesses and achievements on the platform. It will come back to you 10-fold.

     9⃣ Ask appropriate questions on your connections' posts.

     🔟 Run contest and giveaways. These are great in increasing engagement.

     1⃣1⃣ Feature your followers in your posts

     1⃣2⃣ Go live when you can and put yourself out there!

80-20-Lead-Generation-System-opt

80% of your social media activity should revolve around inspiring and entertaining your followers. Use these digital platforms to build customer trust through entertainment, inspiration, and education. The other 20% should be all about establishing your brand via promotion of what your business offers.

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. Users follow you because they respect what you have to say, and find your posts entertaining & insightful.

Don't use social media to solely focus on promoting your products or services. Focusing too much on these has zero value for your followers and connections.

B2B Brands do better with their SMM when they focus on creating educational, inspiring, and entertaining content. 

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Capture-CRM-Data-in-HubSpot

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

Capture Relevant Data

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

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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 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.

Execute Offline Campaigns

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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Strengthening prospect or customer relationship offline will further drip them down to a closed sale or a repeat customer. 

How-to-Build-Backlinks-opt

Backlinks 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. However, not just any backlink will be good for you. In fact, if spammy websites link to your pages, it will hurt your SEO. Therefore, you need a good definitive strategy for building backlinks with relevant and high-authority sites.

Build Good Backlinks

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. Say you're pages are in the first page of Google SERP. These pages have a good chance to be references for other websites' articles.

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 have backlinks from bad sites or good sites that aren't relevant to your page, your website will suffer. You should learn how to build backlinks from the best sites possible.

Thankfully, our CB2B team is highly knowledgeable in different linkbuilding strategies, so we can help you with that. 

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Measure-KPI-Marketing-Goals

The KPIs are like a speedometer for your business. Knowing how to measure your KPIs will help set your goals and keep track of your ROI on your social marketing activities. KPIs are different for every type of business. However, the methods for capturing and tracking data is pretty much always the same. KPIs should be measured on a weekly or monthly basis. 

Measure KPIs

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.

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. 

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KPIs should be:

✅ Well-defined and quantifiable

✅ Crucial to achieving your goal

✅ Applicable to your line of business

Close-Prospects-on-LinkedIn

Lets work together.

Our CB2B Team is ready to convert your digital sales conversations into profits.

request an appointment

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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