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6 Top B2B Word-of-Mouth Marketing Tips
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Word of mouthAchieving strong word-of-mouth is the marketing holy grail that all companies, whether they’re B2B or not, should strive for. Why, you ask?

According to the stats in this SlideShare presentation:

  • Only 14% of consumers trust ads
  • 2/3 of the US economy is driven by word-of-mouth marketing
  • 91% of consumers are likely to buy a product or service based on a recommendation

“But I’m B2B,” you think. So? You sell to people, just like a B2C company. According to a Harvard study, brand advocacy drives growth – and it is even more important than brand image or brand satisfaction.

So, now that I’ve convinced you, here are 6 ways to amp up your word-of-mouth marketing:

1. Tell your company story

People are more likely to remember your story, especially if it’s creative and funny. But really, it just has to be genuine and relatable. Explain where your inspiration came from, the values you adhere to and believe in, and your goals for the company.

You could present your story as a rhyming poem a la Dr. Seuss; in a fairy tale format complete with stylized illustrations; or as an over-the-top, dramatic telenovela.

2. Offer shareable incentives

When you offer incentives like rewards or discounts, make them shareable – “Here’s one for you and one for your friend (or 3 friends).”

Also, make sure the incentives are tailored to your audience but somehow related to your business. For example, my financial advisor and his business partner recently hosted a customer appreciation event where every attendee got a PowerBall ticket.

3. Leverage social media

This might seem like a no-brainer, but always think about how you can use social media to share your story and messages. If you’re creating shareable content, it’ll go viral on Facebook or Twitter, not via email or telepathy.

4. Ask for recommendations

Don’t underestimate the power of asking people to do something. Ask your customers to recommend your company, products or services to their friends and family. When you offer a promotion or incentive, ask for retweets or shares on Facebook.

5. Be entertaining

The funnier your content is, the higher your chances of going viral simply because people like to laugh and be entertained. Inject your content with your sense of humor and – this might sound a little woo-woo –  let all of that positive energy out there. Karma, baby.

6. Identify your customers’ passions

The more you listen to the conversations your target markets are having online, the more you’ll be able to learn about what they care about. If you target content to them based on their interests, they’ll pass it along to like-minded people.

How have you achieved great word-of-mouth? What tips can you share?

Image courtesy of info.brandprotect.com


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