CustomerAcquisitionHacksTips and tricks to help you speed prospects through the buying journey

What is a hack?

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What is a hack?

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A hack is a trick that creates a more efficient way of doing things.

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You can think of hacks as your box of magic tricks.

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You can think of hacks as your box of magic tricks.

The term “life hack” was originally coined in 2004 by technology journalist Danny O’Brien to describe the shortcuts that IT professionals utilized to improve their productivity. Since then, the phrase has been used to describe any tip or trick that can increase efficiency, and has been co-opted by many industries.

Hacks are important to the B2B buyer journey, allowing marketers to save time and money while maximizing the effectiveness of their marketing efforts.

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The following hacks are taken from the eBook “Customer Acquisition Hacks for the Multi-Channel B2B Marketer.” Download the eBook containing all 22 hacks.

Let’s break the buyer’s journey into four stages, and take a look at our favorite hacks.

Awareness Interest Consideration Decision

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Awareness Stage:

Prospects aren’t yet aware of your company, and possibly not even aware of the “pain points” they’re experiencing that your products can solve. Hacks at this stage boost exposure to your products and help put your brand on your prospect’s radar.

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Hack:

Market via influencers

Consumers listen to influencers because they’re objective experts and often become trusted resources in niche subjects. Build relationships with influencers in your industry to create a “halo effect” – your brand will become credible by association.

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Hack:

In a report from DemandMetric and Influitive, B2B marketers rank upsell or cross-sell revenue as the top metrics for improving customer satisfaction and revenue impact. If you know a new product is a perfect complement to an existing product, add a layer of targeting that focuses your marketing efforts on the customer segment using that product.

Complete your existing customer’ssuite of products

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Hack:

When a contact moves on from a role, build on the strength of that relationship, using this customer as your advocate and internal champion at their new company.

Utilize advocates to land new accounts

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Hack:

When a contact moves on from a role, build on the strength of that relationship, using this customer as your advocate and internal champion at their new company.

Utilize advocates to land new accounts

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Want more hacks to drive awareness? Download the Radius Customer Acquisition Hacks eBook.

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Interest Stage:

Prospects have been introduced to your company and brand, and have begun researching to learn more. Hacks at this stage educate already curious prospects, providing further insight into how your brand is better than incumbent and emerging competitors in the industry.

Hack:

After you’ve identified and made initial contact with the best prospects, invite them to an informal meeting for vital face time with stakeholders or decision makers. Set up an open calendar to make it easy for them to schedule time with you.

Schedule meetings at conferences

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Hack:

After you’ve identified and made initial contact with the best prospects, invite them to an informal meeting for vital face time with stakeholders or decision makers. Set up an open calendar to make it easy for them to schedule time with you.

Schedule meetings at conferences

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Want to see all 22 hacks? Download the Radius Customer Acquisition Hacks eBook.

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Prospects are seeking a solution. They’re busy gathering as much information as possible about products in order to do side-by-side comparisons and move towards a decision. Hacks at this stage help your company target the right prospects and highlight the distinct benefits and product differentiators that set you apart.

Consideration Stage:

Hack:

Dig out gold buried in your pipeline

You’ve already made the investment to get leads and accounts into your CRM, but many just sit there. Take advantage of the leads lying in wait and the opportunities to increase the ROI of your time-honored campaigns. Identify signals beyond basic qualifying attributes, such as company size and industry, that are better indicators of opportunity to target prospects that are more likely to convert.

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Prospects are ready to purchase and have usually narrowed their choices down to a handful of options. Hacks at this last stage encourage a decision and help nudge prospects towards selecting your company from among all the options they are considering.

Decision Stage:

Hack:

Traditionally, sales professionals spend 10-12 minutes per prospect on pre-call research. Minimize research time and maximize productivity by arming them with the data they’ll need prior to their call. You can save each sales person at least 300 hours per year in research time that could otherwise be used to engage with prospects.

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Pre-arm sales with relevant prospect information

Conclusion Employing the right hacks at each stage of the B2B buyer journey will help to nurture leads and drive customers to the next stage, and closer to purchase.

Discover all 22 customer acquisition hacks in our free eBook: Customer Acquisition Hacks for the Multi-Channel B2B Marketer.

Radius delivers predictive marketing software that transforms the way B2B companies discover markets, acquire customers, and measure success. Contact us at sales@radius.com

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GET THE EBOOK