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Inbound is everything. Learning and applying these tactics in every aspect of your company's marketing will help you reach your goals faster and smarter. But what does it mean?
Inbound marketing is a business methodology that attracts customers by creating valuable content and experiences tailored to them. While outbound marketing interrupts your audience with content they don’t want, inbound marketing forms connections they’re looking for and solves problems they already have.
These strategies will help you effectively market to your target audience the inbound way. Below, you’ll see there are specific strategies for each inbound method of attracting, engaging, and delighting consumers to help your business grow better.
Inbound marketing strategies that attract your target audience and buyer personas are tied to content creation and development. Click the link above for a PDF to help you determine who your target audience is. There will be a follow up blog post about Personas.
To reach your audience, start by creating and publishing content — such as blog articles, content offers, and social media — that provide value to your created buyer personas. Examples include a guide on how to use your product, information about how your solution can solve their challenges, customer testimonials, and details about promotions or discounts.
To attract your audience members as discussed before, optimize all of this content with an SEO strategy see this previous post getting-a-grip-on-seo-for-your-website.html
An SEO strategy will require you to target specific keywords and phrases related to your products or services, the challenges you solve for customers, and the ways you help target audience members.
This will allow your content and information to organically appear on the search engine results page (SERP) for the people who are searching for this information — also known as your target audience or the right customers for your business.
When using inbound strategies to engage your audience, ensure you’re communicating and dealing with leads and customers in a way that makes them want to build long-term relationships with you. When using these engagement strategies, inject information about the value your business will provide them with. Don't push sales. No one likes to be sold. Engagement is about gaining rapport and providing a value for the potential customer. Remember be Human and remember your customers are also humans. Creating a relationship and adding value will lead to more confidence in your business knowing that what you are doing is providing a service and not just selling a product.
Specific engagement strategies may include how you handle and manage your inbound sales calls. Focus on how customer service representatives handle calls from interested people and prospects. Additionally, be sure you’re always solution selling rather than product selling. This will ensure all deals end in mutually beneficial agreements for customers and your business — meaning, you provide value for your right-fit customers.
Follow Up Strategies
All real business is conducted in the follow up. Follow up inbound strategies ensure customers are happy, satisfied, and supported long after they make a purchase. These strategies involve your team members becoming advisors and experts who assist customers at any point in time.
Incorporating thoughtful, well-timed chatbots and surveys to assist, support, and request feedback from customers is a great way to delight these people. Bots and surveys should be shared at specific points in time throughout the customer’s journey to ensure they make sense and are of value.
For example, chatbots may help current customers set up a new technique or tactic you've started offering that they’d like to take advantage of. Additionally, a satisfaction survey may be sent out 6-months after customers have purchased your product or service to get their feedback and review ideas for improvement.
Social media listening is another important strategy when it comes to delighting customers. Social media followers may use one of your profiles to provide feedback, ask questions, or share their experience with your products or services. Respond to these interactions with information that helps, supports, and encourages followers — this shows you hear and care about them. This is honestly where most of our clients come from. We understand that social media can be a headache and monitoring it each and every day can take time away from what you already do well.
Lastly, the mark of an inbound strategy focused on delighting customers is one that assists and supports customers in any situation, whether or not your business gets any value out of it. Remember, a delighted customer becomes a brand advocate and promoter, so handle all interactions, both big and small, with care. Just because you didn't close a deal with one potential client doesn't mean that they wont spread the good word about your company or service, and good word is the best form of advertising.