Account Based Marketing focuses on customer relationships, with the goal of expanding the business and creating offers to build customer loyalty. As contact is more direct, it is necessary to create quality, creative messages and offers to capture interest. This is a strategy that combines sales and marketing into one.
How to apply Account Based Marketing (ABM)?
We will explain how to apply this strategy in 6 fundamental steps.
1. Identify Customers
ABM typically focuses on customers who can bring the most value to the company. In light of this, it is necessary to filter the customers you want to win. To accomplish this task, you need to bring together the marketing and sales teams and determine which accounts to prioritize.
2. Analyze
After determining the companies, it is necessary brazil whatsapp number to analyze how they operate. The purpose of this step is to understand how the company works in general and how decisions are made on a day-to-day basis. This step will help in creating personalized content.
3. Personalize Content
This stage involves producing content, but be careful: the content must be focused on the business in general. At this stage, it is clear how Inbound Marketing and ABM can be extremely effective together. And be careful: for each organization, the content must be personalized and not used in all campaigns.
4. Define Channels
One of the topics of your research on the organizations in question should be the marketing channels they use. This is important because from this information you will already know the channels where you can highlight your content.
For example, which social networks are most used by decision-makers to read articles related to business and companies? These are the social networks where you need to be present.
5. Run Campaigns
With the help of the previous steps, you now have everything you need to carry out campaigns and start a relationship with the organization. The goal is to ultimately attract customers. Coordinate the publication and promotion of content correctly to prevent your potential customers from getting bored and ignoring your message.
6. Monitoring Results
In this last stage, it is important to regularly measure your campaigns and find the exact ROI (Return On Investment) of the strategies you apply. Do not neglect this essential step in the process, because in addition to showing the performance of your campaigns, the reports provide valuable insights for making improvements and obtaining better results. It is clear that ABM is not just another generic marketing concept, but rather a solid strategy that, when combined with Inbound Marketing, can improve results and multiply your company's ROI. A very important tip: all marketing channels are important for increasing ROI, including your website.