Corporate buyer behaviors are very different from consumer behaviors. Senior decision makers in large corporations are busy and generally don't spend much of her time searching for things online or using social media as much as typical consumers do. They don’t go out to networking events like smaller businesses do. And their emails and calls are usually screened by their assistants.
Corporate decision makers most likely will most unlikely take cold calls or email, but they will pay attention if you have been recommended by someone they know. Your best approach is to make sure you're connected on WeChat to your best contacts (e.g., clients, partners, vendors) who you are confident would recommend you and to then look at their contact base or use the WeChat search to find people who you would like introductions to. You can then reach out to your contacts to ask for an introduction and provide them a write-up on a key topic rather than just meeting to talk about working together.
CRM provides you the repository for keeping the detailed information of the contact persons of your clients, partners and vendors who can possibly make referrals for you. CRM also tracks your clients’ clients, contractors and suppliers so that you can find the appropriate person for the referral easier.
Nothing gives you a better opportunity to prove your capabilities than to make a presentation in front of an audience of potential clients. If you are targeting large corporations, you will have to work to find out which events their senior decision makers attend. It is far more likely to be a high-end industry conference or webinar than it is to be a local chamber event. But once you know, you can work towards getting on the agenda, delivering value through your presentation, and following up with those that “raise their hands” to show interest.
Seminars in conferences or webinars in e-conference is one special form of event marketing. CRM provides you the planning and activity management capabilities for event marketing and results tracking.
Most corporate decision makers read email and a carefully personalized email with the subject that would catch the eyes of corporate decision makers is still a useful approach. CRM supports email/mobile marketing. It provides the easy-to-use drag-and-drop content editor to help you create contents. With its built-in testing and sending capabilities, you can select the right contents for your target potential customers and set up the appropriate batches and time for sending. And CRM will keep tabs on every eDM campaign in real-time to generate the graphical analysis reports. In addition, it is able to detect the unsubscribers and automatically filter them out from the sending lists for the future.
CRM personalized e-DM functionality is summarized as follows:
CRM provides you a single view of all your marketing campaigns so that you see the whole picture of your marketing efforts and their progress. All the information is a zero-delay and automatically aggregated, consistent and holistic representation of the data according to the preset conditions. You can use the following features and leverage the agile and comprehensive information to identify or create business opportunities and make wiser decisions:
Every marketer knows that ROI is the touchstone of marketing performance. CRM provides you the following features to track and calculate the ROI of every marketing campaign in real-time, and provide you a dynamic deviation analysis of the budget and actual cost. With the business map, you can drill down to get the cost detail information and results of each campaign: