In the past, marketers focused more on india telegram data generating leads to convert them into buyers, but it rarely worked. According to Gartner , only 5% of sales are made through the sales department – the rest of the time, the buyer interacts with marketing channels: content on social media, on the website, in blogs, press releases. Customer engagement and an active digital presence are key factors for your business to stand out from the rest. But it takes something else to get your company on the radar.
By creating demand, your company is known, your products and services are of interest, and you don’t have to wait around for a potential buyer to contact you.
What is Demand Creation
Demand creation is about finding potential buyers who don’t know about the usefulness of the product, but who need it. Your job is to tell them about yourself and convince them that you are the solution they have been waiting for.
How to Create Demand. Source: Freepik
Let’s give an example: a potential client this means in general terms putting yourself in the shoes needs a CRM system. And this is the tool that your company is developing. Since the person is not well informed about you, he is considering purchasing another, more well-known solution. To create demand for the product, explain why he needs your CRM, which only a few people know about, as opposed to a famous brand.
By working to create excitement and demand for your products, you can accelerate business growth and expand your consumer base.
Below we will tell you exactly what you need to do to get noticed.
Demand Capture vs. Demand Creation
Demand is the foundation of every business. While both demand capture and demand creation have similar processes, each requires different levels of effort and focuses on different goals.
Demand capture means that you take under your wing those who are ready to buy: have already gone through the sales funnel and are at the last stage. This process is aimed at the middle and bottom of the funnel. People in this category have a need (demand) for your product. You simply help them close the deal.
B2B marketing strategies for capturing demand consist of:
- case studies to understand that your solutions work;
- presence in the media space: customer reviews , press publications, etc. to convince consumers that your brand and product are respected among people;
- own media: a well-designed website with detailed content about your products, how they work, how much they cost, how they compare to other market offerings, and so on.
Demand capture relies on how a potential ao lists buyer has interacted with a product or service in the past. This process is used to convince interested customers to make a decision and purchase.
Demand generation is about identifying the target buyer’s pain points and how your company can solve them. This process occurs before demand capture in the top and middle of the funnel. Demand generation is especially important for new, niche, and little-known companies.
Capturing and creating demand. Source: Gettyimages
Marketing strategies to create demand include:
- increasing brand awareness. The following channels are used:
- social media;
- paid advertising;
- PR.
- educational resources: blogs, longreads on social networks, demonstration articles.
How to Build a Demand Generation Strategy
With so much content out there on the internet today, getting the attention of potential customers can be a challenge. That’s why demand generation is so important.
Research the market and audience
To understand the market, study your main competitors. Determine their target audience, products or services, pricing policy, marketing strategies, etc. This way, you will identify your distinctive features and attract the audience you need.
Once you have identified your target audience, research it. Everything is important: demographics, interests, behavior, needs, and preferences. You can use surveys, focus groups, purchase data analysis, and social media. Then divide your target audience into segments. This way, you will better understand each group and tailor your strategy to their needs.
It is important to conduct regular customer surveys and carefully analyze the data obtained. Feedback is important for determining customer preferences.
Market and audience research should be conducted regularly to stay abreast of all trends.
Develop a value proposition
Now, understand what makes your product or service unique. It could be time savings, low price, fast delivery, etc. Which of these is most attractive to your customers?
It is important to create a unique offer. Source: Gettyimages
Formulate a memorable offer. It should be easy to understand and attractive to your target audience.
If you have the opportunity to test your value proposition with real customers, do so. If necessary, make adjustments based on the results.