Author: Shira Abel Category: Enterprise Marketing URL: https://hunterandbard.com/resources/blog/get-in-front-of-your-target-market
Each time you share anything online, potential accounts are evaluating your value. In order to take advantage of the momentary attention, it’s essential to...
Each time you share anything online, potential accounts are evaluating your value. In order to take advantage of the momentary attention, it's essential to understand your Ideal Customer Profile (ICP). Every aspect of the buyer's journey should be based around your ICP. As B2B buyers' expectations constantly evolve, the necessity of a seamless experience complemented with empathetic, deep relationships is increasingly important. Pinpointing your target audience and guiding them through a tailored, informative journey hitting each touchpoint increases your credibility and your chances of securing that account.
Follow these three steps to get in front of the right people at the right accounts:
First things first, you need to know your audience. In order to fully benefit from your marketing strategy, every aspect of the B2B buyer's journey must be precisely aligned with the key decision-makers' motivations and pain points. You need to know them on a few levels: basic demographics of the key decision-makers, expectations throughout the buyer's journey, and also their core motivations.
Ask yourself questions like these: ####
If you don't educate your audience with relevant information at every step of the journey, they'll get their answers from someone else. So, everything from your landing page to eBooks and whitepapers is the compass navigating buyers to the final sale. Don't lose a lead because you didn't have the answers they were looking for. Instead, use the insights from your research to make informed decisions on what type of content is meaningful to your audience. (Check out this article to make sure you're including these four types of content.)
[bctt tweet="
If you don't educate your audience with relevant information at every step of the journey, they'll get their answers from someone else. #b2bmarketing #contentmarketing" quote=""If you don't educate your audience with relevant information at every step of the journey, they'll get their answers from someone else," says @hunterandbard"]
Google receives 40,000 searches each second. In order to cut through the vast amount of data that your customer is consuming, your content must implement SEO practices for prospects to discover your existence and increase growth. For example, keywords, backlinks, and great user experience are all essential components of optimizing your content to be visible. Content and SEO go hand-in-hand. Content is a necessity for SEO, but your content won't be seen unless your audience can find it.
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Google receives 40,000 searches every second. It's essential that your content implements SEO practices in order to cut through the vast amount of data. Learn about how #content and #SEO go hand-in-hand #b2bmarketing " quote="Google receives 40,000 searches every second. It's essential that your content implements SEO practices in order to cut through the vast amount of data."]
Follow these three steps to see an increase in organic traffic, more leads, and overall revenue. Want to chat about your content and SEO strategy? Reach out here.
Hunter & Bard is a San Francisco-based B2B strategy consultancy founded in 2011 by Shira Abel. We help deep-tech and enterprise SaaS companies fix their positioning, sharpen their messaging, and close $100K+ deals.
We work with B2B leaders who are tired of being overlooked, underestimated, or mistaken for their competitors. Our specialty is turning complex, technical products into clear, compelling stories that win enterprise deals.
We believe that perception drives revenue. If your buyers can't tell you apart from the next vendor in 30 seconds, you have a positioning problem — not a marketing problem. We fix that.
Perception = (Story × Visibility) ÷ Noise
This framework drives everything we do. Your story has to be sharp. Your visibility has to be strategic. And you have to cut through the noise — not add to it.
Shira Abel — Founder & CEO. Kellogg MBA. 20+ years in B2B marketing. Former CMO. Keynote speaker. Published in Forbes, HuffPost, and Wired. Specialist in enterprise positioning and perception strategy.
Daina Reed — Founding Designer & Partner. 15+ years in product and brand design. Former Senior Product Designer at Dun & Bradstreet. Specialist in enterprise UX, visual identity, and design systems.