亨氏营销营销攻略怎样把客户变成粉丝英文版19页.pdf

FROMCUSTOMERS

TOADVOCATES

AB2BMARKETERSROADMAP

TOCUSTOMER-LEDGROWTH

INTRODUCTION

AsB2Borganizationscontinuetonavigatechangesinthemarket,theneedtobuildefficient

andsustainableprocessesisgrowingexponentially.Manyofyesterday’smethodsareno

longereffective.Thismeansorganizationsmustunlocknewstrategiestoachieverevenue

goals.

Ratherthanfocusingonwhattheycan’tcontrol,organizationsshouldfocusonwhatthey

cancontrol–theircurrentcustomers.Today,leadgenerationaloneisnotenough.Tobuild

asustainablefoundationforsuccess,organizationsshouldtapintothepotentialof

customer-ledmarketing.

Althoughcustomer-ledgrowthisn’tanewconcept,organizationsvaryintermsofadoption.

While44%ofsurveyedmarketerssaythey’veseencustomermarketingimpacthigher

conversionratesandshortersalescycles,only26%saytheyplaceasmuchemphasison

developingcustomeradvocatesastheydooncreatingnet-newbusinessopportunities

(Forrester).Thishighlightsthere’sstillworktobedone.

Tohelpyouonyourjourneytoimplementingcustomer-ledstrategies,we’vecompiledsome

tips,tricks,andbestpractices.

Inthisguide,wecoverhowtoigniteefficientgrowththrough:

Definedidealcustomerprofile(ICP)

Messagingthatresonates

Customer-drivencontent

Post-salesstagesandcustomerlifecyclemetrics

Beforewedivein,let’sexplorethebenefitsofacustomer-centricmindsetinuncertain

times.

CONTENTS

Page

1BENEFITSOFCUSTOMER-3

LEDGROWTH

5WAYSICPSINCREASE

2MARKETINGSALES5

EFFICIENCY

TIPSFOREFFECTIVE

3MESSAGINGTHATDRIVES