Enterprise customers represent seriously lucrative business opportunities. But targeting these giants of industry is a totally different ball game to other markets.
- Much higher value deals
- Many more purchase decision makers
- Much longer sales cycles
So, how do you go about marketing to these sorts of organisations? Here are our top three tips:
1. Leverage ABM
Run personalised campaigns that grab the attention of your target account and connect you with the right people by using the best mix of messaging, content and channels. Remember, with ABM you want to be reaching out to multiple people and roles within your target company, because bigger companies mean a more involved decision-making processes.
2. Deliver tailored solutions
Enterprises aren’t after off-the-shelf products and services. They want unique solutions that can scale and meet their exact requirements. To provide these, you first have to understand their pain points and goals. Then use this to position your offering as the only solution they need by clearly communicating the specific value that you bring.
3. Spruce up your brand
Your company needs to come across as experienced and trustworthy. One of the most effective ways of doing this is implementing a consistent brand across the board – from your website to your ABM assets. By prioritising a professional appearance, you’re building an image to show up with enough gravitas and credibility that will have attract other enterprise customers.