Industrial marketing: learn about the importance of strategies in this sector

Better known as B2B (“business to business”) marketing, industrial marketing focuses on the activities of promoting and selling products and services between companies, instead of directing them to end consumers, as happens in B2C.

Industrial marketing: learn about the importance of strategies in this sector

Better known as B2B marketing (“business to business"), industrial marketing focuses on the activities of promoting and selling products and services between companies, instead of directing them to end consumers, as happens in B2C.

Marketing used to be thought of primarily as a tool for consumer businesses, but the industrial marketing has changed this scenario. And today it is gaining more and more prominence as a fundamental strategy for organizations in different segments. 

In this text, you will understand a little more about industrial marketing and learn how it can help accelerate the growth of your business.

What is industrial marketing?

Above all, B2B involves specific strategies and tactics aimed at the industrial sector, where transactions take place between companies that operate in the production, distribution, resale or use of products and services aimed at other companies.

Likewise, these companies range from small and medium-sized companies to large corporations such as manufacturing, technology, construction, agriculture, healthcare, among others.

According to Digital Results, "In most events and publications about Digital Marketing, what we usually see are cases and tips from large companies that sell to end consumers (B2C or business to consumer). The problem is that these techniques are replicated — usually unsuccessfully — for B2B companies.".

Be that as it may, in the industrial marketing Products have a more complex sales process and a longer cycle. But just like B2C sales in the sales process between companies, we are also talking to people, because the person who will decide to buy is not a company or an institution, but a person.

In other words, the objective of industrial marketing is to generate demand, promote and strengthen commercial relationships and drive the growth of industrial companies, which can be achieved through specific strategies such as:

  • Market identification and segmentation;
  • Development of customized products and services;
  • Competitive prices;
  • Efficient distribution;
  • Creation of value and differentiation; 
  • Excellence in customer service.

Furthermore, communication channels in the industrial marketing are diverse and include sales presentations, sales meetings, industry events, targeted advertising, digital marketing, content marketing, public relations and relationship marketing.

Therefore, in B2B, building solid relationships is essential, as purchasing decisions in this environment often involve significant investments and business risks.

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Strategies for industrial marketing

Market segmentation

First, the market must be identified and segmented into distinct groups of companies with similar needs, characteristics and behaviors. This allows marketing strategies to be targeted more precisely and effectively.

Development of customized products and services

Likewise, products and services need to be tailored to meet the specific needs of client companies. This may include customizations, additional features, or unique service packages.

Content Marketing

Likewise, it is important to create and share relevant and qualified content, such as articles, white papers, case studies and videos that help companies solve problems, make decisions and understand industry trends.

After all, content marketing is essential to establishing brand authority and credibility.”Content production as a marketing strategy is advancing considerably in companies with B2B operations”, according to Resultados Digitais.

Customer relationship

Build solid and lasting relationships with customers, focusing on qualified service, providing technical support, training and availability. As we said before, it is up to a person to decide whether or not to buy.

Digital marketing

Utilize digital marketing strategies such as search engine optimization (SEO), content marketing, social media (especially LinkedIn), and email marketing to increase brand visibility, generate qualified leads, and reach target audiences.

Participation in industry events

Attend trade shows, conferences, exhibitions, and industry events to connect with potential customers, demonstrate products or services, and establish valuable contacts.

Strategic Partnerships

Identify opportunities for partnerships with other complementary companies, such as suppliers, to expand the network of contacts, increase distribution and offer differentiated solutions to customers.

Reviews and testimonials

Collect and display reviews, testimonials, and case studies from satisfied customers to increase trust, brand credibility, and demonstrate the value of products or services.

Data monitoring and analysis

Use analytics tools to track, measure, and evaluate the performance of marketing strategies, identify opportunities for improvement, and make data-driven decisions.

Strategies for industrial marketing (B2B): Market segmentation; Development of personalized products and services; Content marketing; Customer relationship; Digital marketing; Participation in industry events; Strategic partnerships; Evaluations and testimonials; Data monitoring and analysis.

GS2 Marketing Agency

The strategies mentioned above are fundamental for B2B marketing and can be adapted according to the sector, target audience and specific objectives of each company.

Therefore, if you are looking to build a successful business that really makes sense and brings value to your brand, get to know GS2 Marketing Digital, an agency specialized in inbound marketing, with a total focus on results. 

We use the best digital marketing tools to produce assertive content for our clients, with creative and remarkable actions. 

This seriousness and intelligence in digital marketing provides recognition from many of our clients, for whom we have become a lead generation and conversion machine. 

Contact Us.

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