As a marketer, you are probably familiar with ABM—account-based marketing. Now it’s time to make ABM really work for your company by tightening the alignment between sales and marketing. Here is what you need to know.
With ABM, you aren’t just looking for leads. You are seeking to make a great impression so your prospect will quickly buy from you. You do this within your target market, one individual at a time, usually focusing on the top revenue-producing accounts you already have. However, you might also choose to pursue those who make purchases swiftly or those who most need your product or service at this time. By discovering the key person’s name, role, likes and dislikes, you can create personalized, valuable-to-the-recipient content that will capture more attention than generic marketing communications. The right material can also speed up the decision-making process during a sale.
If you are new to ABM or looking to create a more robust marketing-sales cycle, Tate Design has the right tools for the job. You identify your key accounts and their leaders and then we
Develop a marketing plan
• Help you identify the problems facing your key account holders/their businesses and the solutions you provide
• Outline strategic marketing campaigns to address the issues
• Create an editorial calendar
Enable engagement on whatever channel your target audience prefers
• Ads on Google and social media sites
• Direct mail
• E-mail
• Landing pages on your website personalized for your intended viewer
• Messaging
• Online marketing
• Social media including Facebook, LinkedIn, Instagram, and Twitter
• Trade shows and other events
• A combination of the above
Personalize those marketing communications
• Handle copy development
• Include personalization options based on your prospect’s level of comfort/creepiness
• Draft special offers that are tailored to your audience of one
• Supply graphic design for ad campaigns, direct mail, newsletters, and promotions
• Create landing pages on your website that can be personalized
• Post and publish
Provide analytics
• Help you measure your results
• View your marketing and sales cycle in a new light
• Provide ideas for retaining customers and growing their value to your company
Done right, ABM will help you
• Learn to quickly identify key decision-makers and their pain points for which you offer solutions
• Personalize your marketing communications to suit your target market’s desires
• Develop and then tweak content to encourage swifter purchasing decisions, more and larger sales, and longer-term relationships with customers
Call Tate Design at 610.725.0702 or e-mail [email protected] to make account-based marketing work for you.
Make The Switch
