Creating a marketing strategy that is highly targeted and yields the desired results is certainly not an easy job.
But there are several tried and tested techniques that will help you in creating a strategy that works. Have you tried Account Profiling yet?
WHAT IS B2B ACCOUNT PROFILING?
Let us first understand what is Account Profiling.
B2B Account Profiling is a process of understanding and gathering information related to a specific set of important prospects to devise a perfect sales strategy.
It helps companies bag large accounts that have complex decision making processes and multiple departments and locations.
WHY IS B2B ACCOUNT PROFILING IMPORTANT?
Before you start any of your marketing and sales campaigns, it is super important to understand your target audience.
WHO IS YOUR BUYER? Accent Profiling helps you answer exactly this question.
It is the perfect combination of TECHNOGRAPHIC and FIRMOGRAPHIC DATA that helps you understand your prospects better.
The reports are developed after thorough qualitative and quantitative research.
KEY COMPONENTS OF ACCOUNT PROFILING REPORTS:
Revenue Details
Company Size
Expansion Plans
Business Strategies andKey Business Priorities
SWOT Analysis
Regional Business Priorities
Business Challengesand Threats
Key Industry Trends
Account’s Response to Industry Trends and Drivers
Major Projects
Technology Stack
4 WAYS HOW B2BACCOUNT PROFILING HELPS IN TARGETED MARKETING:
Here are four ways how the account profiling helps you create a marketing strategy that is super targeted:
· Makes Your Marketing and Sales More Targeted
· Helpsin Creating Hyper-Personalised Campaigns.
· Lays A Strong Foundation for ABM.
· Gives You a Competitive Edge
MORE TARGETED MARKETING AND SALES CAMPAIGNS:
As responsible marketers, it is our responsibility to spend our marketing budget wisely and account profiling helps you do just that. Rather than targeting anyone and everyone, it makes sense to target the right accounts.
But which are the right accounts? Different components of the account profiling report answer this question.
Hence with the right account profiling, you can make your marketing campaigns more targeted.
HYPER-PERSONALISED MARKETING CAMPAIGNS
INSIGHTS ARE THE SAUCE OF A WINNING CAMPAIGN.
With the right account profiling, you get amazing insights about an enterprise and it is these insights that make your campaigns stand out.
Think about it. You can create a great first impression on your prospects with hyper-personalised e-mail marketing campaigns. The open rates will be higher. The probability of your prospects replying to your emails will also be higher.
STRONG FOUNDATION FOR ABM
B2B Account Profiling is the first step towards Account Based Marketing (ABM).
What is Account Based Marketing (ABM)?
Account based marketing (ABM) is a business marketing strategy that concentrates resources on a set of target accounts within a market. It uses personalized campaigns designed to engage each account, basing the marketing message on the specific attributes and needs of the account.
With in- depth account profiling, you can lay a strong foundation for ABM. You can get the insights to formulate personalised campaigns for each of your target accounts.
COMPETITIVE EDGE
With all these insights, your sales and marketing team is more equipped and powerful than ever. These insights can be used for personalising all kinds of campaigns such as:
· Personalised email marketing campaigns
· Outbound calling campaigns
· Personalised sales pitches
· Social media messaging
And this is what gives you the perfect competitive edge over your competitors.
HOW CAN YOU MAKE ACCOUNT PROFILING MORE EFFECTIVE?
So, how do we make account profiling more effective? Here are some techniques:
· In depth qualitative & quantitative research
· Regular updating of the reports
IN DETH QUALITATIVE & QUANTITATIVE RESEARCH
Account profiling reports have so many different components. So, the research has to be in-depth. Else, it will not serve the purpose.
Rely on a blend of quantitative as well as qualitative research. The more detailed the research is, the better insights you will receive.
If an enterprise is based in several different geographies, ensure that you cover insights from all geographies. In case, the enterprise serves in various industries, identify where your product/ service can add value. Note that industry trends are very crucial.
REGULAR UPDATING OF THE REPORTS
Account profiling reports need to be updated regularly.
Trends in the industry change rapidly. Regular updates help in identifying the right accounts. They also help in molding your value proposition for your prospects.
WHY KIA Biz
At KIA Biz, we have over seven years of experience in serving clients from across the globe. We have worked on research projects spanning over 150+ countries.
We have a team of seasoned research with years of experience in formulating pre precise Account Profiling Reports. Each report is customised as per our client’s requirements.
So, if you are looking for highly accurate, up to date account profiling reports do write to us hello@kiabiz.co