Here’s a case study with a difference – it’s repeatable, copy-able and also very do-able. By you.
You’re a B2B organisation and seeking an audience for your products and services. I’m assuming you are interested in content marketing as one part of your marketing strategy – you wouldn’t be reading this article if you weren’t. And if you discovered it through online search, you’ll realise the power of search engine optimisation for B2B marketing.
Either way, welcome. Let’s get started.
Find your B2B audience
I helped several clients build an opted-in email marketing audience of thousands using LinkedIn as the start point. After building an audience and communicating (two-way) with them many became paying clients.
So what’s the step by step process to getting this going?
- Define your ideal customer persona
- Find individuals within LinkedIn who meet the criteria
- Test your messaging by manually connecting with them
- Refine messaging (if needed)
- Find LinkedIn Groups who serve this audience
- Join the group(s)
- Once in the group, you can direct message any member of the group without being a connection (you don’t have to pay LI for in-mail).
- Start your prospect acquisition campaign methodology using the messaging from 2 – 4 above.
- Migrate your audience off LI to a platform you control as soon as possible.
How did this work?
For my first client we built an audience of >800 contacts, assembled an amazing ‘voice of customer’ research database and were able to validate the brand’s go to market strategy as well as identify a core group of global influencers to work with.
For my second client, we tested a range of groups, refined the audience selection criteria and worked on two core messaging texts. The voice of customer research delivered key phrases which copywriters incorporated into campaigns. During this we discovered a missing block of content currently unfulfilled by any other brand – BONZA – a key positioning decision which led to creating in-person and virtual community building on Meetup which hadn’t been in the original plan.
The third used Sales Navigator – LinkedIn’s paid sales tool – to deepen the research phase into a much more targeted set of prospect accounts. This enabled us not to use the Groups tactic described above, and to change the focus of the first filter. This worked because the brand was mature and had a very tight minimum viable audience already defined.
Messaging is key
When you’re ready to work on these tactics, understand that finding the audience is really the easy part. Getting your message noticed, replied to and acted upon is where the ‘magic’ happens.
Having a skilled B2B copywriter on your team is essential – invite me for a scoping discussion here.