B2B

Digital Marketing
Playbook
for the COVID Era
Rohas Nagpal
Co-founder, meraQR

Version: 14th October 2020

What’s changed?
The coronavirus pandemic & the resulting economic lockdowns have made
traditional marketing, sales, and lead generation techniques redundant.

●  People have started to go "contactless". That makes newspaper &

magazine ads redundant.

●  People spend more time indoors. That makes billboards redundant.

●  People have started working from home and following social

distancing. That makes conferences, tradeshows, events
and face-to-face meetings redundant.

●  Platforms like Netflix and Amazon Prime are gaining

enormous popularity. That makes TV ads redundant.
●  Cold calls and emails are very irritating. OK, this has nothing to do with
the pandemic. They were always irritating.

●  Our attention spans are also getting smaller. Studies have shown that
since the year 2000, the average human attention span has dropped
from 12 seconds to 8 seconds. That's less than that of a goldfish!

The importance of historical trends has reduced dramatically. Instead

of monthly / quarterly data, marketers must look at real-time data
at a granular level.

The distinction between “above the line” and “below the line”
marketing is also blurring rapidly.
 Customers have changed.
Spending patterns have changed.
People's priorities have changed.
How people spend their time has changed.

So naturally, marketing & sales techniques

NEED TO CHANGE.
The Playbook
1. Understand what you are selling
2. Understand whom you are selling to
3. Design your digital marketing strategy
4. Optimize your website
5. Incentivize influencers
6. Optimize your digital marketing assets
7. Distribute your digital marketing assets
8. Make it easy for potential customers to contact you
9. Capitalize on Quick Response and Moment Marketing
10. Use dynamic QR codes
11. Use Artificial Intelligence
12. Use Precision Marketing
Understand what
you are selling 01
There is a cliché that goes "people don't buy products/services, they buy
solutions to their problems". Think about it. Does someone buy hair color
or do they buy a solution to look younger? It doesn't matter whether it's
B2B or B2C or any other abbreviation, it's always about the solution and
not about the product or service.

A classic example of this is the blockchain industry. For years, startups,

and even large companies, have tried to sell "blockchain-based solutions"
and have met with very little success. But the world's first blockchain
solution - bitcoin - has done exceedingly well for itself. The reason -
bitcoin solves a massive problem for a ton of people. A company will pay
for a blockchain solution only if it solves a big problem.

So the first step is to understand what you are selling.

 02
Understand whom
you are selling to
Once you have understood what you are selling, the next step is to
understand whom you are selling to.

And this can get tough in the B2B world.

Many people have really fancy designations, but it's really

unclear what they do.

Some examples - Digital Overlord, Dream Alchemist, Conversation

Architect, Director of Fun.
To add to your troubles, B2B purchase decisions are made by multiple
people. These could be Primary Decision Makers, Technical Buying
Influencers, and Internal Influencers. The 2019 B2B Buyers Survey Report
by DemandGen has covered this issue in depth. Some extracts are
mentioned below.

Primary Decision Makers have a major hand in all aspects

of the purchase decision. They usually participate in each
part of the buying journey including:

•  communication with outside sales reps,

•  engaging in calls/demos, and
•  seeking RFP / competitive bids / pricing info from selected
vendors.
Technical Buying Influencers have a smaller stake in the end-to-end
sales cycle. Most of their time spent in the purchase decision was involved
in:
•  evaluating which solutions would fit well with existing partners,
•  speaking with the sales rep at the selected vendor, and
•  accepting outreach from vendors and engaging in calls and demos.

Internal Influencers or Champions have a heavier hand in

earlier parts of a purchase decision, such as:
•  speaking to and engaging with sales reps,
•  developing informal lists of potential providers, and
•  seeking input from peers / existing users in the community.
Action Points
1.  Use Hubspot's Make My Persona Tool to create a buyer persona that
your company can use to market, sell, and serve better.

2.  Use LinkedIn Sales Navigator to identify the right

people in the right organizations.

3.  Use Audiense to identify relevant audiences, and to

discover actionable insights..
 Use Hubspot's “Make My Persona Tool” to create a
buyer persona that your company can use to market, sell, and serve better.
Use Audiense to identify
relevant audiences, and
to discover actionable
insights.
Looking forward, B2B companies see digital
interactions as two to three times more
important to their customers than
traditional sales interactions.
McKinsey 2020 survey of B2B businesses across 11 countries in 7
sectors and across 14 categories of spend.
Design your digital
marketing strategy 03
Action Points
Now that you have identified what you are selling and
whom you will sell it to, it's time to design your digital
marketing strategy.

I have put together a Digital Marketing Preliminary

Questionnaire to get you started.

You can download it from:

https://www.meraqr.in/docs/Digital-Marketing-Preliminary-Questionaire.pdf
 Similar to what we’ve seen in the B2C environment, the
importance of digital channels for B2B companies has grown
significantly in the past few years and has radically
increased since the COVID-19 crisis began.
McKinsey 2020 survey of B2B businesses across 11 countries in 7
sectors and across 14 categories of spend.
Optimize your
website 04
A B2B seller's primary website is its most important digital property. All
your digital marketing assets should be accessible from your website.

Your website must showcase:

•  expert endorsements
•  client success case studies
•  testimonials from happy customers

Search engines are the most important way that people will
find your website. An SEO (Search Engine Optimization) audit
is done to improve a website from a search engine point of
view.

A website audit is done from 2 points of view - search engines

as well as human visitors.
Action Points
1.  Check out this quick guide to conducting SEO / Website Audits
https://www.linkedin.com/pulse/conducting-seo-audits-rohas-nagpal

2.  I have put together a Website Audit Questionnaire to get

you started. You can download it from:
https://www.meraqr.in/docs/Website-Audit-Questionaire.pdf

3.  Use Open Graph Meta Tags to maximize the shareability of your
website. Ensure your site is compatible with Google Rich Results. Use
Google Search Console for all your websites.
The most frustrating issues with suppliers' websites are length
of the ordering process, difficulty of finding products, technical
glitches with ordering, confusing websites, a lack of
information on delivery and technical support,
and difficulty setting up payments.
McKinsey 2020 survey of B2B businesses across 11 countries in 7
sectors and across 14 categories of spend.
 05
Incentivize
influencers
A happy customer can be your best influencer.

You must incentivize happy customers to become influencers.

And money is not necessarily the best incentive here.

Showcasing someone's testimonial on your website and social

media may work even better.

Figure out what works best for your influencers and then do it.
Action Points
1.  Every company MUST have a loyalty program. Recently, Maldives
became the world's first country to start a loyalty program for
frequent visitors. Loyalty programs are one of the best and most
economical ways to grow sales. If you sell physical products, you
can use meraQR codes for quick loyalty program creation.

2.  Every company MUST have an affiliate / referral system. These

programs are easy to run and can lead to a huge spike in leads. If
you sell physical products, you can use meraQR codes for quick
loyalty program creation.
 Optimize your
digital marketing
assets
06
Depending upon your specific business and target audience, you must
build some or all of these digital marketing assets.

1.  Blog posts on your own WordPress blog or on a platform like

Medium. Use Hubspot’s Blog Ideas Generator or BuzzSumo if
you are stuck for ideas.

2.  eBooks are specially created documents, optimized for viewing on

computers, tablets, and mobile phones. eBooks typically contain lesser
text per page and more images. If done well, eBooks are the BEST
methods of building credibility and establishing yourself as an expert.
The simplest way to create eBooks is MS Word or PowerPoint.
3.  Email marketing is usually divided into 2 categories - drip email
campaigns and email newsletters.

Drip emails are a set of marketing emails that are sent out
automatically on a schedule e.g. 1 email as soon as someone
signs up, another after 4 days, another on the following
weekend. Drip emails can also be triggered by user actions e.g.
when a purchase is made.

Email newsletters are a great way of regular information sharing with

customers, employees, and leads. You can use Sendgrid or
SendInBlue.
Action Points
4.  Free courses can be of great value to your customers especially if
your product / service is complex and requires expertise to use. You
can also throw in free / paid certificates to motivate learners. Moodle
is one of the best learning management systems you could use for
designing and delivering your courses.

5.  Infographics (information + graphics) are a nice and easy way

to explain how your product / services work. Canva is a great tool
for creating infographics. Also, check out Coggle for creating mind
maps & flow charts.
Coggle is a great tool for
creating mind maps &
flow charts.
Action Points
6.  Landing pages are UNIQUE pages that you create to market
something. Why is it called a landing page? Well, the name
is actually pretty literal. People usually land on that page after
clicking on one of your ads or posts or articles.

7.  Videos are one of the most important digital marketing assets.
You can make explainer / how-to videos as well as long-form
videos that showcase how your product/service solves user
problems. Some useful video makers are Animoto, Powtoon,
Videoscribe and Lumen5.
Lumen5 uses AI to storyboard your ideas, fit your content to a layout,
and find music and visuals that enhance your message.
Action Points
8.  Webinars are undeniably the most powerful digital marketing tools in
the COVID era. They also involve the maximum friction as viewers are
required to spend quite some time at a fixed schedule. You can use
Facebook Live, Youtube Live, Google Meet, Webex, Zoom.

Remember to make your content as shareable as possible.

ShareThis has an excellent free service for share buttons, follow buttons,
and reaction buttons.
 Distribute your
digital marketing
assets
07
When it comes to distributing your digital marketing assets, the
dissemination platforms are social media, search engines, and email.

When it comes to search engines, Google is not the only one. You should
also consider how Bing and DuckDuckGo are indexing your content.

Depending on your business, you must use some or all of these regularly:

•  LinkedIn is excellent for lead generation and showcasing

products and services. Other than paid advertising, there
are 6 powerful LinkedIn solutions you can leverage –
Pages, Groups, Newsletters, Employee feeds, Employee
profiles, and Events.
•  Facebook is good for lead generation through Facebook Communities, Groups,
and Events. It's also useful for creating brand awareness through Facebook
Business Pages. You can also engage and connect with leads through Facebook
Messenger.

•  Youtube is not just a video hosting and sharing platform. Its also the world's
second-largest search engine (after Google). B2B marketers can use it for vlogs
(Video Blogs), product demo videos, and brand building. You can additionally
use Instagram's IGTV and Vimeo for sharing video content.

•  Quora is a popular question-and-answer platform. By regularly

answering relevant questions and participating in conversations you
can position yourself / your company as a thought leader.

•  Twitter is a micro-blogging platform that can be used for establishing

thought leadership, building brand awareness, and social selling.
Action Points
1.  Depending on the volume of content you post on social media, you
could use Microsoft Excel, Google Sheets, or HootSuite for social
media post scheduling.

2.  Also download and use the Email Marketing Checklist from::
https://www.meraqr.in/docs/Email-Marketing-Checklist.pdf
 At the top of the funnel, marketers should measure
engagement from digital marketing campaigns and look
at how certain actions, such as downloading a resource,
connect to a prospect's buying intent.
MarketingProfs
 Make it easy for
potential customers
to contact you 08
This shouldn't be something to talk about. But you will be surprised how
many businesses make it difficult for potential customers to contact them!
You MUST make it extremely easy for customers and leads to contact you
via:

•  phone (a toll-free number if feasible)

•  instant messaging (Whatsapp, Facebook Messenger, Viber, Telegram),
•  email, and
•  social media

If you sell physical products, put meraQR codes on them so that a

customer can scan it and connect in 1-click.
Capitalize on Quick
Response and
Moment Marketing
09
When is the best time to contact a potential customer? When he is
engaging with your content. So try reaching out as soon as possible
(within 60 seconds is best) when someone "reacts" to a social media post
or otherwise engages with your content. That's why social media platforms
send you real-time notifications.

Example: Facebook will show notifications like this: "Pooja and 3 other
people liked your video. Help them see future posts by inviting them to like
your page". Make sure you "invite" these people as soon as possible.

Example: When someone who is not a "connection" reacts

to your post, immediately send them a connection request.
Personalizing the connection request with a message like
"Glad you liked my post. Let's connect." will ensure an almost
100% acceptance rate.
 One of the advantages of an all-digital world is that we can
measure engagement, understand intent, and predict actions.

Think about what triggers and interactions indicate a qualified

lead within the context of the digital age—and
for your own organization.
MarketingProfs
Moment marketing is when you capitalize on having "just the right
message at just the right moment". It involves hooking onto a current event
or a trending story and creating content that ties your brand to the event /
story. While moment marketing appears to be spontaneous, it can be
planned in advance.

The best example of moment marketing are the Amul butter ads.

Although moment marketing is primarily done in the B2C sector, it can be

used in the B2B sector also.
 10
Use dynamic
QR codes
One of the most important marketing platforms is your product's
packaging.

By printing / pasting meraQR codes on your products and their packaging,

you get 8 benefits:

•  Increased direct sales - A happy customer simply scans the meraQR

code and buys more of your product... or related products... at a special
discount.

•  New revenue streams - You can also sell third party

products through the meraQR code on your packaging.
Google Ads enables websites to earn from third-party ads.
meraQR enables manufacturers to do the same. That's a
brand new revenue stream.
•  Lead generation - Generate leads of potential partners, distributors,
retailers & consumers.

•  Affiliate / Referral marketing - Every customer is an influencer with

a network of connections, fans, friends, and colleagues. Incentivize
your customers to refer your products with 1-click.

•  Digital marketing - Your meraQR offers are automatically submitted to

search engines with digital marketing & search engine optimization
taken care of. This way even more people can discover your awesome
products.
•  Loyalty program - Creating & managing loyalty programs is a breeze
with meraQR. Use loyalty programs to convert one-time buyers into
lifelong customers.

•  Improved packaging design - Is your packaging cluttered with too

much information? Shift the info to the meraQR code.

•  Customer delight - Delight your customers with 1-click support.

meraQR enables brands to monetize their packaging
 The real value in a QR code
is not in the QR code itself.

It's in what happens when you scan it.

Rohas Nagpal
Use Artificial
Intelligence 11
Artificial intelligence is "any task performed by a programme or
machine that, if humans carried out the same activity, we
would say that humans had to apply intelligence to
complete the task."
Marvin Minsky & John McCarthy
Artificial Intelligence (AI) is the broader concept where machines plan,
learn, reason, solve problems, perceive and even exhibit social intelligence
& creativity.

Machine Learning (ML) is an application of AI where data is given to

machines and they are allowed to learn for themselves.

Neural Networks are computers that classify information like humans do

and are used for recognizing and classifying images.

Natural Language Processing aims to "read, decipher, understand, and

make sense of the human languages".
Marketers can use AI to:

q  Create marketing content - articles, posts, videos.

q  Detect new trends from real-time social media conversations.

q  Drive sales through speech recognition systems like Alexa, Google

Assistant, Google Maps, Shazam, Siri etc.

q  Forecast sales by analyzing data of past deals, emails, meetings and

other interactions.

q  Improve campaign performance by quickly analyzing massive

amounts of data.
q  Improve the returns of digital ads.

q  Offer demand and supply based dynamic pricing like airlines, hotels
and ride sharing apps.

q  Resolve customer queries and complaints, in natural language, using

chatbots.

q  Understand what customers want and when

 12
Use Precision
Marketing
Precision marketing focuses on retaining, cross-selling and upselling
existing customers. It is much more expensive to find a new customer than
it is to sell to an existing one. And that is why precision marketing is so
important.

There is a flip side to precision marketing. The more loyal existing

customers become, the more they expect their needs and desires to be
met.

Loyalty programs and enhanced customer service are the most effective
methods of precision marketing.
Best FREE tools
•  Audience identification: Hubspot's Make My Persona Tool | Audiense.

•  Content idea generation: Blog Ideas Generator | BuzzSumo

•  Discoverability: Google Search Console | Google rich results

•  Email marketing: Sendgrid | SendInBlue.

•  Monetization of packaging: meraQR

•  Referral / affiliate marketing: meraQR

•  SEO & Website optimization: Hubspot Website Grader | MozLink
Explorer | Geekflare Website Audit for Best Practices, Performance, and
SEO | Full-page screenshot service | Geekflare Broken Link Testing Tool

•  Sharing: Open Graph Meta Tags | ShareThis | Bitly | Metatags.io

•  Video creation: Animoto, Powtoon, Videoscribe. Lumen5

•  Web analytics: Statcounter | Google Analytics

•  Webinars: Facebook Live | Youtube Live | Google Meet |

Webex | Zoom
 Contact meraQR

410 Supreme HQ, Baner,

Pune 411045 (INDIA)

qr@meraqr.in
www.meraQR.in

WhatsApp:
+91-7264008604

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