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Form deeper connections with your customers by knowing their motivations, their needs and their values.
The purpose of your brand, the offers in your lead generation, the journey through your website, the content you nurture prospects and customers with; all need a deep, holistic understanding of what makes your customers tick if they are to connect persuasively and fuel your growth.
With the right customer insight and comprehensive profiling, you can connect with the motivations, desires, preferences, behaviours, needs and goals of your audience.
A holistic view of your B2B clients
B2B buyer profiling is different to profiling consumers: there are a number of additional layers of complexity, and often unseen factors which impact decision-making.
We’ll create a holistic B2B profile which considers:
Matrix decision making
Business buying is a team sport, often played out over a long timeframe. We’ll help you identify the decision-makers and influencers within your target businesses, exploring where they enter the process, what their needs will be, and explore their levels of authority and psychological profiles.
Corporate goals and sector trends
By understanding what’s happening in your customer’s sector, we’ll enable you to connect and identify with what’s really driving their corporate needs.
Macro trends
B2B products and services are part of a value chain. Ultimately, your customers’ goals are to satisfy their own customers’ needs. Our B2B profile will allow you to understand what’s driving your customers’ customers, helping to differentiate you in a competitive market.
Our services
Depending on the nature of your business and customers, we employ a variety of research and profiling processes. These may include:
· Analysing buying behavioural patterns in your CRM, marketing automation and digital analytics
· Interviews with channel partners
· Internal interviews with your sales and customer service teams
· Interviews with your current customers
· Qualitative and quantitative research using cost-effective online recruitment and research tools
· Artificial intelligence profiling tools applied through LinkedIn
· Desk research to profile executives in target and key accounts
· Desk research into sector and macro trends
· Creating buyer personas from the research data
· Creating buyer journey maps
Our services
Depending on the nature of your business and customers, we employ a variety of research and profiling processes. These may include:
· Analysing buying behavioural patterns in your CRM, marketing automation and digital analytics
· Interviews with channel partners
· Internal interviews with your sales and customer service teams
· Interviews with your current customers
· Qualitative and quantitative research using cost-effective online recruitment and research tools
· Artificial intelligence profiling tools applied through LinkedIn
· Desk research to profile executives in target and key accounts
· Desk research into sector and macro trends
· Creating buyer personas from the research data
· Creating buyer journey maps
