Tag Archive: VA Partners

Finding B2B Clients: 4 Strategies We Use

Getting more clientsAs a B2B sales and marketing agency, we are often asked how VA Partners finds new customers. Here are four tactics we use on an on-going basis to build a funnel of potential clients.

1. Use Inbound Marketing

Using a mix of blogs, white papers, email newsletters, website content, social media and SEO, we have built a great inbound lead generation process at VA Partners. We generate close to 60 inbound leads every month, qualify all our leads and then add them to the sales effort.

2. Be a Leader in the Local Startup Space

VA Partners has been in business since 2006 and since that time we have worked hard to build relationships with many well respected organizations. This has led to monthly speaking opportunities, mentoring opportunities, and leading peer-to-peer sessions. This is not a one-time effort, but an ongoing and consistent pursuit.

3. Network and Attend Events

The team is regularly at startup or small business events through the Toronto and GTA region, including KW, Halton and Hamilton. This has been a great way to meet prospects and potential partners.

4. Look for Sales Triggers on Social Media

Social media is a wonderful tool for growing firms. Every member of our team has a strong presence on social media. One of the great opportunities from a sales effort is finding sales triggers that can then be acted upon quickly. Early this year we signed a new B2B customer and also helped a client close a customer through a conversation that started on Twitter and Linkedin. Both of these opportunities closed in less than a month.

What strategies does your business use to find new clients?

Need help getting started with sales? Download our free Introduction to Startup Sales white paper to learn about researching prospects, using LinkedIn for sales and handling sales objections.

Pinterest for B2B: What to know and how to start

Many small businesses ask themselves the same question when deciding whether or not they should embark in the newest social media platform: Is it worth my time? I recently read an ebook by Hubspot on Pinterest for B2B. For those who are unfamiliar with Pinterest, it is a social platform that relies on the sharing of visuals images. On the surface, it is easy to see how Pinterest benefits B2C companies, but how may it helped B2B organizations?

Below are is a list of various questions you may be asking yourself about Pinterest. I have provided a few points that may help you make a decision about fitting Pinterest into your marketing strategy:

What is Pinterest?

  • Visual social media platform where users share, like, comment and follow people and boards to pass along information in the form of images and videos.
  • How popular is it? Pinterest saw 155% growth in one month, beating out Linkedin and Google+

How does Pinterest fit into the marketing strategy of B2B organizations?

  • What kind of businesses should be considering it? Businesses that highly utilize videos and images in their core messaging. Keep in mind that you want to be where your customers are. Do some research beforehand to see if your current customers and prospects are using the platform.
  • Pinterest provides connectivity to Facebook and Twitter. Users can sign up using their Facebook or Twitter account, therefore, posting their Pinterest activity to these separate social networks as well

I set up a profile, what now?

  • Optimize your profile: Include your company name, logo, brief description, links, keep the setting ‘hide your Pinterest profile from search engines’ checked OFF
  • Want to be successful? Avoid blatant self-promotion. Even a sales person will tell you that no one likes to be ‘sold to.’ Keep your content educational and informative.
  • Start by creating pinboards in order to build a reach and network. A pinboard is like a Twitter list; it is a tool used to consolidate information pertaining to one particular topic of interest. Remember to utilize your company’s keywords in the title of pinboards for SEO purposes and to clearly communicate what your board is for.

I’ve set up a profile. Is there anything else I should know?

  • There are 2 kinds of follows:
    • 1) Follow a board: Users will receive all information posted on a particular pinboard. It’s similar to following a list on Twitter.
    • 2) Follow a user: Users will receive updates every time your company posts an update. It’s similar to following someone’s Twitter handle.
    • When developing your pinboards, remember some of these great tips:
      • Feature visual content; Pinterest is a visual social network
      • Create pinboards about your company so users can see the people behind the brand. Example: Executive Managament board with headshots of your team.
      • Utilize strong visuals from blog articles to promote your blogs
      • Create a user generated pinboard; allow other Pinterest users to add to your boards
      • Utilize hashtags; Pinterest supports the use of hashtags.
      • Measure, Measure, Measure! Remember to measure your efforts by using a tool such as Google Analytics. Identify how many users are coming to your website from Pinterest and set goals for inbound traffic. For example, increase your Pinterest inbound traffic by 20% per month. Also use analytics to understand what works and what doesn’t; are people visiting your blogs from Pinterest and not your newsletter page?

Hubspot has a lot of great resources if you’re looking to brush up on your marketing knowledge, or if you’re interested in learning something new. Give us a shout if you need assistance putting your thoughts into action and want to start executing a strong marketing strategy. To get weekly tips, sign up for our RSS feed and take a look at our blogs on sales, marketing and social media.

For more information on our part-time sales and marketing services, visit our website.