nalyze attract industrial the last attract industrial major purchases you have made. It doesn’t matter if it’s a new computer, a mobile phone or a car, to mention some of the most common ones. It’s very likely that before making your decision, you’ve search for information on the Internet about different models, features, comparisons, opinions… This research process , which in inbound marketing we know as the buyer’s journey, is accentuat in the case of B2B environments, where the
Investments are much higher and you have to answer for those decisions
environment.
Companies ne to feel that they are making the right decision, which is why the process of information gathering is increasingly in-depth. Now think of this as a mirror. If these B2B companies know that their potential customers are looking for information, it is not surprising that they are increasingly aware of the importance of creating content that responds to those nes and developing industrial marketing strategies that allow them to position their brand for the moment in which the purchase decision is made.
There are many types of content that can be creat, but in this post we are going to focus on one in particular. If your company wants to create an ebook to attract industrial leads , we recommend that you take these recommendations into account.
1. Think about your target audience
Who are you targeting? The answer to that question must necessarily be your first step. Any marketing strategy should start from there. In inbound terminology, we talk about buyer personas .
An ebook isn’t always going to be the best option, so first consider the profile of your potential customers : demographics (age, gender, etc.), geographic scope, language, work history, company size, goals, concerns, nes, etc. Inbound marketing and in-depth content, such as an ebook, are a good fit for large, complex purchases with long sales cycles that may involve several decision-makers .
To find a pen supplier for a company, for nigerian email list 2.6 million contact leads example, no one is going to read an ebook, but to choose a CRM or buy high-value industrial equipment, it is very likely that there will be a very in-depth prior research process .
Create content for a specific stage of the purchasing process
This recommendation fits with the buyer’s lead generation: a detail manual from lpgenerator journey . It is not the same if a potential client is still beginning to assess whether they have a problem in a specific area of their business or if they are already in the phase of choosing possible suppliers ao lists for a specific solution they have already select. In the first case, the content should be more generic to help them make a self-diagnosis and in the second case, more focus on the advantages or strengths of the specific product or service that your brand provides.