The Cornerstones of a Successful Ecommerce Marketing Strategy

Ecommerce merchants face a ton of competition in achieving high search engine visibility for keyword phrases that prospective customers are searching for. That’s the harsh reality of getting noticed and making sales on the World Wide Web. The good news is that with a little research, planning, and follow-though, the goal of moving ahead of the competition and generating some targeted Internet traffic becomes surprisingly attainable.

Building an ecommerce website and then getting it indexed by Google is the first hurdle in gaining visibility on the Internet and attracting a decent number of credit card wielding customers. But with thousands, if not millions of other ecommerce merchants clamoring for the attention of the same online customers, how does the little guy on the Web stand a snowball’s chance? Well, the beauty of ecommerce marketing is that there are no “little guys” — only website owners who don’t know the basics of search engine optimization, web design, and sales conversion principles.

Wait a minute! What was that last thing — sales conversion principles? Is that something I need to go back to college for? Fortunately, no advanced degrees are necessary, although continual self-education is highly recommended! The main skill you need to convert web site visitors to customers is imagination — if you could call that a “skill”. To sell stuff to people on or off the Web, you need to have the ability to see things through their eyes. Stop being an e-marketer for a few seconds, and try to imagine what a first-time visitor to your site is going to see, think, and feel. Will their first impressions be that you’re trying to sell them something? That, of course, is your intention, but keep in mind that ecommerce is a two-way street; people aren’t going to buy what you’re selling unless several conditions are met; and the art of written persuasion is definitely part of this ecommerce marketing strategy.

If your web set has been written and optimized in a way that will bring in people that are ready to buy – or at least are predisposed to buy what you’re selling – then your only task is to convert them from a site visitor to a paying customer. Easier said than done, right? Although entire books have been written on the subject, in the interest of time, I’m going to boil it down to three C’s: “Clarity”, “Confidence”, and “Comfort”.

“Clarity” refers to the fact that you have to make it clear what you’re selling, how it will benefit your customers, and why it’s as good as – if not much better than what the competition is offering. Instilling “confidence” is your prospective customers is also crucially important – especially on the Internet – because they want to know that the transaction will be secure and that you have a customer service policy that will come into play if they have a question or problem with their purchase. The third element — “comfort” factor — is what happens when you’ve mastered the “clarity” and “confidence” portions of the equation, and have convinced the customer that they’ve made the right purchase from a trustworthy web site at the optimal time. Perception may not be everything, but it may be the single most important ingredient of a successful ecommerce marketing strategy.

The Importance of Using Marketing Strategies

Whether you are in a small, medium or large business, you’d do well with a marketing strategy. Companies that want to excel in today’s competitive economy require not just any marketing strategy but the best they can find, whether in-house, customized or out-sourced.

There are many types of strategies to promote your company products or services. There are simple or sophisticated strategies which have been proven, and can be easily applied to most organizations.

Campaigns are different from strategies; a marketing strategy is an approach to market or promote the business products or services to confirm transactions that will keep the company viable. It can also be called a plan which is used to give the company an added advantage or project a more attractive image to its intended buyers of its products or services.

Purpose of Marketing Strategy
A strategy must bring in the sales when implemented; otherwise, it is a failed strategy. Time, effort and money are wasted which are considered losses to the company. Different strategies are employed not only for the different products and services of the company, but also target at different market segment or users. Hence, it is important to identify what the focus of your strategy is.

Marketing strategies Media
Some marketing strategies include print campaigns like advertisements in the newspaper or billboards. These are meant to instill awareness of the company’s products and services to a larger audience. Nowadays, the Internet provides a most conducive platform as part of the company’s strategies. Some companies may choose the television or radio media to execute their strategies if they are focusing on certain types of audience for their goods and services. For example, companies which manufacture household products may choose to market their products through the television medium as a commercial which targets housewives.

Factors involved in Marketing Strategies
Whichever strategy you may choose for your company’s products or services, you will need to consider the item to be promoted, the targeted audience or buyer, the duration of the strategy, the budget and the expected results. At times the company may be able to use a strategy for several of its products and services while at other times, not.

There must be a specific audience identified to that chosen item to be promoted so that, that specific category of buyers will be tuned in on the promotion. A marketing strategy cannot go on and on as the target audience may feel bored with it or develop negative feelings or opinions about the company’s status.

There must be a budget to work on a specific strategy for a specific product or service identified for promotion as there may be other products and services which will demand the same attention and priority for good sales. A specific budget is also necessary to ensure that the strategy does not exceed the expected expenses to promote the identified product as the bottom line is to recoup these expenses and more.

Hence, the most important aspect of a marketing strategy is the expected results. The strategy employed should bring in more revenue to the company which covers the expenses expended on that particular product or service.

Crafting a Successful B2B Marketing Strategy

For many B2B marketers, the traditional marketing funnel that motivates prospects to self-identify and then move to a sales funnel, is ingrained in our minds. However, in the Age of the Customer, Forrester Research’s phrase for a customer-driven marketing landscape, the funnel has evolved to reflect a new customer expectation requiring sales and marketing to work in tandem.

With this in mind, B2B marketers must evaluate how their current B2B marketing strategy is aligned with the psychology of their buyer journey. In other words, B2B marketers must know how to craft a marketing strategy based on the predominance of the customer.

So, we have outlined a series of steps to follow when crafting a customer-centric B2B marketing strategy. Ask yourself and your team, “have we checked the following boxes when crafting our B2B marketing strategy?”

IDENTIFY TARGET PERSONAS IN YOUR B2B MARKETING STRATEGY

Going through the exercise to develop personas based on market and customer research is fundamental to understanding not only who is your audience but how to engage them in the buyer journey. Incorporating marketing personas makes websites two to five times more effective and easier to use by targeted users. However, only 44% of B2B marketers use buyer personas. So, ensure your B2B marketing strategy includes persona-based experiences that moves buyers forward in their journey with your brand.

MAP A PERSONA-BASED CUSTOMER JOURNEY TO DRIVE YOUR B2B MARKETING STRATEGY

Building out your influencer and decision personas to understand your target audience is only part of the process of laying a customer-centric foundation for your strategy. Next is to map the touch points of your buyer journey through all buyer stages. In order to close the loop from awareness to revenue it’s critical to know the touch points along the journey that are motivators and detractors in order to influence all parts of the customer experience. When developing your B2B marketing strategy answer the following, “How do I craft a strategy with the framework that aligns with your customer’s journey to gain clarity and define priority?”

DEFINE AND MEASURE B2B MARKETING STRATEGY GOALS & METRICS

Perhaps a no-brainer for a data-driven B2B marketer is clearly-defined metrics for success. With a heightened emphasis on personalization and customer experience (CX), B2B marketing goals and metrics must be established to measure the success of the marketing efforts supporting a customer’s progression through the buyer journey. Your B2B marketing strategy must outline how it will create direct contribution to revenue with a return and fuel high growth.

A recent case study example from one of our technology platform and services clients is Viewpointe, a leading private cloud managed services provider. Viewpointe was challenged with continuing to engage customers over the course of a 6+ month sales cycle. After clearly defining their B2B marketing goals, they aligned their content marketing plan with their persona-based customer journey. As a result, Viewpointe stayed engaged with their customers throughout the buyer journey and closed more deals. One way Viewpointe measured customer engagement lift was a 52% increase in persona aligned website content and 164% increase in blog content engagement from organic search referrals.

YOUR B2B MARKETING STRATEGY INCORPORATES ACTIONABLE INSIGHTS WITH SALES

Referring back to our earlier customer funnel illustration, the traditional hand-off from marketing to sales, with no feedback loop when a lead is “flipped over the fence to sales”, causing misalignment between B2B marketing and sales teams. In fact, 25% of B2B marketers have no idea what is their customer conversion rate. In the Age of the Customer, your marketing strategy should outline how to rip out the proverbial fence and instead encourage inter-team collaboration. Ensuring this marketing and sales alignment is crucial to creating a consistent customer experience along a buyer’s journey. Being intentional about sharing insights between teams is one way to encourage broad acceptance of a successful B2B marketing strategy execution.

YOUR NEXT STEP

With only 45% of B2B marketers confident that they have decent, if not high, levels of customer centricity, the time to is now to author your new B2B marketing strategy that elevates you above your competition.

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