Business to Business Marketing

Do B2B Companies Really Need Digital Marketing?

June 20, 2016 by Dabrian Marketing Group Leave a Comment

Have you ever said your business-to-business (B2B) company doesn’t need digital marketing, that it’s only something business-to-consumer (B2C) needs? If you have, unfortunately you’re not alone. You’ve probably offered reasons like your customers know who you are, or your buyers already know what they want and don’t need to look online. Or perhaps even the classic “that’s why we pay sales reps”. Without debating the merits of those statements, here’s something else you might want to consider. According to an Accenture study, 94% of B2B buyers conduct online research at some point in the buying process (p4). So if that alone is not enough, here are 3 more reasons.

Buyers control the Buying Process

Image Source: Hubspot
Buyers have the means and resources available to conduct extensive research before they contact a sales representative and this is exactly what they do. You can see above, business-to-business buyers turn first to Search and then to company websites as they begin the buyer’s journey. Your company needs to be there and be ready for this.

Buyers Don’t Trust Sales Reps

We know that may come as a surprise to many of you, but it’s true. In fact, according to the Hubspot Sales Perception Survey Q1 2016, less than 7% of buyers find information from people in sales business units to be very trustworthy. So now what? According to a study by Blue Nile Research, buyers turn to customer reviews and case studies, instead. Your company needs to have an effective and comprehensive plan in place to ensure your potential buyers find a compelling story that demonstrates your expertise, experience and results.

Image Source: Louis Foong
Data Source: Blue Nile

B2B Buyers Don’t Work In A Vacuum

If you believe there is only ONE person making the buying decision, then frankly, you’re being naïve. Even the owner and sole employee of a company are subject to outside stimuli. This person has gatekeepers that will try to block access and he or she will have influencers that, well, have an influence whether they know it or not. This person has friends, customers and suppliers to talk with He or she may even have a significant other that has nothing to do with the business but who supports the same cause or charity that your company does. The point is that many people have access to the decision maker and, consciously or not, often contribute in some way. Through proper research, experience and analytics, you can identify and reach these targets using the appropriate channels.

Image courtesy of StratoServe

What it all Means? B2B Companies Need Digital Marketing

It’s fairly simple, really. It comes down to the fact that B2B buyers are people. So, it should be no surprise that their decisions follow a very similar journey as an individual consumer making any significant purchase. The touch points along the journey may vary depending on the product or service, but you can be certain the buyer is conducting research online, searching for solutions and then, a brand that might provide it. The buyer will look at your competitors’ websites. Make sure your website is found, as well. Customer reviews, data sheets, and blogs will be read. Social Media will be scrutinized. If you have a sound strategy, consistent messaging across platforms, and you provide information that saves time and money, your chances of securing a potential customer increase. If you don’t have these things….well, do you really need us to say it? Of course, these are not the only reasons, so let us know your top three. We’d love to hear from you!

Image Source: MediaFly
Data Source: Forrester

If you would like to talk about your challenges, and how we can help, please call us. We’re sure you’ll be glad you did.

How to Become a Content Marketing Psycho with Psychology

June 13, 2016 by Dabrian Marketing Group Leave a Comment

You may be thinking, “What in the world does psychology have to do with content marketing?” Don’t worry, you are not alone.

Our popular culture portrays psychology as therapy rather than research, as medical prescriptions rather than behavior analysis, and as a series of terrifying mental disorders rather than organizational performance improvement. This post corrects these common misconceptions and shows the ways in which social psychology is most useful for content marketing.

What Is Content? The King, That’s What

Let’s define content within digital marketing. Content refers to any text, photography, video, audio, or otherwise interactive material in your brand’s advertising campaigns and website. The content is anything that the consumers come to view, read, hear, or click.

In the digital marketplace your brand’s content must be flexible in order to adapt to different media and devices. Both your mobile site and your desktop site must display your products in an entertaining and attractive format.

Your brand’s content must also engage consumers, immediately. Consumers want to view your products, now. They want to watch your video, now. They want your web page to load, now. Don’t make them wait – capture their attention at the very second that they are available to you! Offer the information for which consumers are searching. Create content that appears when consumers search for your brand’s industry, topics, or services.

After consumers view, read, or click on your content, what do you want them to do? Whatever task you want them to complete, you must make it obvious through a Call-to-Action. Direct consumers’ behavior by actually giving them something to do: subscribe, fill in the information, click the button, or leave a comment.

To create effective content for your brand’s digital marketing, study and understand human behavior.

Social Psychology - Real People, Real Interactions with Your Brand

Most people believe that psychology is all about Freud, psychotherapy, and One Flew Over the Cuckoo’s Nest (an amazing film that’s currently available on Google Play). But, that assumption is wrong.

Psychology focuses on the research of human behavior and cognition. Social psychology, specifically, is the study of individuals in social interactions to better understand society.

A recent peer-reviewed article by Acar & Puntoni (2016) discusses the power of individuals in digital marketing: consumers are active agents in their digital viewing and purchasing decisions. It is important to remember that, in digital marketing, consumers are responsible for their actions rather than brands.

For this reason much of social psychological research focuses on the contexts of behavior. Applicable questions are: “What conditions need to be present for consumers to purchase your product?” and “In what kind of situation is a purchase, subscription, or click probable?”

The answers to these questions depend upon the distinct context in which consumers interact with your brand. The order of your brand’s content – the actual words, images, videos, and designs – matter to consumers’ perceptions of, and overall interactions with, your brand (Ducarroz, Yang, & Greenleaf, 2016).

Psychology & Content Marketing - Not That Crazy, After All

When you think about these aspects of social psychological research, it is clear that they apply to your brand’s digital marketing content. Use social psychology to study and direct the behavior of consumers:

Be flexible with your content to fit any kind of interaction or digital interface.
Focus on a consumer’s immediate environment and available choices to foster engagement.
Use the needs of consumers rather than the needs of your brand to encourage purchases.

Do you have any questions or comments? Leave them in the section, below! We would love to hear from you. Contact us to start a conversation about your brand’s content marketing!

DaBrian Marketing Redesigns South Mountain YMCA’s Website Pro Bono

May 30, 2016 by Dabrian Marketing Group Leave a Comment

30 May, 2016 (Reading, PA) – DaBrian Marketing Group, LLC has developed and redesigned South Mountain YMCA’s website, pro bono.

The South Mountain YMCA provides camping experiences as well as educational and outdoor programs that build personal leadership, character, and life skills while developing care, honesty, respect, and responsibility in young people, families, and communities.

Nathan Brant, Chief Executive Officer of South Mountain YMCA, said,

“We cannot begin to express what an incredible gift this is. As a charity serving kids, families, and schools, a good website significantly increases the positive impact we can have on our community. This beautiful online presence will drive awareness of our programs and services, assist families in learning about transformative experiences for their children, and help educators plan for environmental and outdoor education field trips. We cannot thank the team at DaBrian Marketing enough.”

South Mountain YMCA emphasizes three main goals of their new website: an improved experience for its users, a more effective attraction of their target audience, and the creation of a unique, intuitive aesthetic. South Mountain YMCA’s satisfaction with the new website speaks to the analysis-based, creative web design that DaBrian Marketing Group produces.

Visit the New South Mountain YMCA website to learn more about their youth- and family-oriented programs as well as the most recent work by DaBrian Marketing Group’s team.

About DaBrian Marketing Group, LLC

Founded in 2008, DaBrian Marketing Group, LLC is a full-service digital marketing agency, focused on providing original and strategic digital marketing solutions for businesses, that want to create digital awareness, increase return on investment (ROI), and identify insights that not only will help achieve goals but will also help to increase your business’s efficiencies. DaBrian Marketing Group’s services include email marketing, search engine optimization, website design, web analytics, social media marketing and more. Company headquarters are centrally located at 500 Penn Street, Suite 201, Reading, Pennsylvania 19602. For more information about DMG, visit dabrianmarketing.com or call 610.743.5602.

Google AdWords Event

April 18, 2016 by Dabrian Marketing Group Leave a Comment

Discover the Advantages AdWords and Working With a Google Partner Agency Can Have On Your Business

DaBrian Marketing Group, LLC will hold a sponsored Google AdWords Event for businesses to discover the many benefits of Google AdWords and learn how working with a trusted Google Partner agency can help increase their leads and sales.The Google Event will be held on Wednesday, May 4th at 11:30 am at the DaBrian Marketing Group offices located at 500 Penn Street, Suite 201, Reading PA, 19602.

During this event, those attending will hear directly from Google on how to successfully grow their business online with the help of AdWords, followed by a Q&A session with the certified team at DaBrian Marketing Group. Also during this event, the team at DaBrian Marketing Group will provide a free AdWords audit on your current AdWords account, a competitive evaluation on your current competitors, and potentially provide an Adwords credit for your business. Refreshments and parking will also be provided at this FREE Google event.

DaBrian Marketing Group started utilizing Google’s services eight years ago through Google AdWords, Google Analytics, and more. DaBrian Marketing is one of the few certified Google Partners in the Greater Reading area, and as a Google Partner, we have the expertise and the resources to help businesses in the community connect with their customers online and help increase their Return on Investment.

For more information, contact DaBrian Marketing Group to find how they can help your business. RSVP for this event at https://partnersconnect.withgoogle.com/event/dabrian-marketing-group

A New Approach to Healthcare Marketing

March 28, 2016 by Dabrian Marketing Group Leave a Comment

As a Healthcare Provider Are You Confident Your Current Marketing Strategy Is Reaching Your Target Audience?

New Patients Are Online And Ready To Be Engaged

On March 9th DaBrian Marketing Group, a Certified Google Partner Agency hosted a live webcast to explore the impact ever-changing consumer search behaviors have on Healthcare Marketing. The consumer search data trends compiled by Google was presented by Ben Tyson, Head of Sales Enablement for SEM and Directories Partners at Google and Brendan Jacobson, Google’s Channel Partnerships Team member. Understanding the evidence-based approach to medicine that is practiced, it is clear that the Healthcare Marketing strategies need to change. Here are a few points we found particularly eye-opening. We would love to hear your takeaways as well.

Why Healthcare Marketing Needs a New Approach

The Internet Is A Go-To Source For Health & Wellness Information

People Spend More Time Online Than Any Other Medium

77% of People Search the Internet First For Healthcare Information

90% of Patients Begin Searching for Conditions, Symptoms & Treatments

Patients WILL Go Online To Verify Doctor’s Diagnosis

Where they are searching has also changed. It almost goes without saying that the utilization of mobile devices has been rising and consumers use them everywhere, including 16% who are using them while in a doctor’s office!

16% of Patients Use Mobile Phone While In Doctor’s Office!

Implications of Not Changing Your Marketing Approach

So you may be asking why is it so important to be online at this point? Perhaps these findings from Google will answer that:

At time of decision, nearly half of all consumer research ends on an a Branded Ad.

28% visited the website of a hospital that was advertised

50% search for health information because it is quick

77% will switch to another site if it's not easy to find what they were looking for.

And don’t forget the 16% who might be reading a competitor's Ad while sitting in your waiting room!

These few points alone might not convince you to change your approach, but hopefully it has gotten you to think about your current marketing strategies. Healthcare Marketing has been lagging behind other industries in terms of effective digital marketing initiatives, which can be complex in an already challenging field to begin with. So keep it simple and just ask yourself a question: Are you reaching the right people, with the right message, at the right time? If you aren’t, or you’re not sure, DaBrian Marketing Group would be more than happy to talk with you, so give us a call at 610-743-5602.

I encourage you to check out the full Google Partners Connect – Healthcare video. It dives much deeper into the story.

5 B2B Web Design Trends to Consider in 2016

February 15, 2016 by Mark Mapp 1 Comment

Introduction:

Back in March 2015 I wrote a blog which covered “Five New Web Design Trends for 2015”. Although several of these trends have managed to survive 2015, there are some additional trends that could affect the usability of your B2B website. In this blog, I will go over five (5) additional trends that can help improve usability, increase website traffic, and help drive conversions.

1. More Unique & Creative Typography

With the emergence of affordable or free web-safe fonts options like Google Fonts and Adobe Typekit, typography is becoming much more unique, and creative. On many B2B websites, headers are becoming much bolder and body text is appearing much larger in size. In addition to latest evolution of the Cascading Style Sheets language, CSS3, styling typography will offer unlimited options on how it’s presented on the web going forward. Sites like StephenCraver utilizes great use of typography to carry the layout of the site.

According to HTTP Archive, the use of custom fonts has increased over the past year. Bolder, more unique typefaces will continue to be used in B2B web design going forward. While designers may still play it safe when it comes to choosing fonts for readable type and body copy, expect to see more unique and experimental font being used for website headers and supporting text.

2. Cards, Cards, and Even More Cards

As you browse the web, you may notice that many B2B companies are leaning more towards a card design look. This web design trend is most common on social media platforms, and most commonly associated with Pinterest, however many companies have adapted this trend and you should see more of it in 2016. Several other notable sites utilizing this trend are ESPN, Dribble, The Guardian, and Amazon.

3. Less Photography, More Illustrations

Before 2016, they were plenty of B2B websites that were overloaded with stock images as means of telling their brand story. If the appropriate images aren’t chosen, this direction could cause a big disconnect between your business and potential clients. In 2016, you will notice that many businesses will move away from stock photography (especially if they are not personable) and rely more on illustration graphics to tell their story.

You will find illustration being implemented in a variety of ways such as, large-scale, hero images and backgrounds, or on much smaller scales such as icons and user interface elements. Two nice examples of websites utilizing illustrations as it’s main source of graphics are McWhopper and Ice & Sky which combine large background illustrations and animation to tell their brand story.

4. Bolder use of color

In 2015, B2B companies who implemented flat design into their website more than likely utilized a color palette which was just a flat as the design itself. With that being said, 2016 promises to be much more colorful than years past.

Color has always been one of the most single important tools for expressing a company’s brand story or message. In prior years, many B2B companies stuck to “web-safe” palettes because of the some technology limitations. If you are looking for color inspiration websites like Adobe Color CC, Paletton, Coolors can help you put together some interesting color palettes. A couple examples of good color implementation on their websites are Bose and History Of Icons.

5. Keep On Scrolling and Less Reloading

To scroll, or not to scroll. This has always been a highly debatable topic for many. It seems that more people are finding it easier to scroll down a page rather than clicking, and loading another page. This is more relevant to smartphones users browsing on slow or limited data networks. Whether on mobile or desktop, scrolling can be a very effective way of telling a company’s brand story. If your B2B website is accustom to getting a high volume of mobile traffic, scrolling would be a much better user experience than a page refresh on any device.

Websites using a Parallax scrolling effect are often implemented as a way to tell a story and make layouts more dynamically appealing. Scrolling allows the content to be incrementally readable, allowing more options and visibility to other Micro Interactions. One of my favorite scrolling or parallax designs is the Lexus website. This website implements an excellent one-page design with sections that lead to other Call To Actions (CTAs) or micro interactions.

Conclusion

While it may not be necessary to implement every new trend into your website, many of them have the potential to improve user experience. Before following new trends, it is best that you have some knowledge of what they are and how they can affect your business. Once you have a strategy in place, implementing new trends and having the ability to test them will help you streamline that process. This will help you adapt to a trend that best reflects you and your business goals.