Demand Generation Strategies For eCommerce

18 April 2019 By 0 Comments

One of the biggest challenges for new businesses, especially for start-ups and companies operating in crowded markets, is demand generation. It is much more complex and is achieved through a step-by-step, comprehensive and holistic process, often involving entire marketing departments.

Demand generation is started by identifying the audiences likely to be receptive to a brand’s marketing messaging before informing potential customers about a funnel that covers all stages of the transformation process. But, unlike inbound marketing and lead generation, demand generation closely aligns marketing with sales to achieve those goals. However, it’s strategies will certainly use inbound marketing.

Developing demand generation strategies requires a broad perspective. This is because demand generation requires a certain degree of cooperation between the sales and marketing departments. In this blog post, we dive into the best practices of an effective demand generation strategy.

1- Implementing a Lead Scoring System

Lead scoring is one of the best ways to ascertain whether your leads are of the quality your sales team needs to do more business. As a matter of fact. it is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. Number of social media followers, job position, or company size can be valuable information valuable for a company about a lead. It helps you target the best leads already in your funnel and optimize your demand generation strategy. Moreover, lead scoring technologies are abundant, enabling your sales teams to reach the hottest leads for increased sales, higher productivity, and higher morale.

2- Displaying Retargeting 

Experience of accredit sites shows that much of the traffic on websites is not from people who necessarily buy something. But, the challenge is engaging with visitors who are interested in your product but are still in the process of appraising it. That is why, retargeting allows you keep your brand in front of decision makers during a typically lengthy buying cycle. Additionally, repeated positioning of your brand in front of qualified leads can increase sales.

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On the other hand, reaching ideal leads requires a broad multi-channel approach. Because leads are all in different stages of the buying journey. Therefore, you should try different campaigns to reach consumers at the right time and in the right place.

3- Providing A Free Resource, Tool, App

Providing a free resource is a very effective way to drive a lead generation strategy. It will not only consolidate your position as a thought leader, but also engage the leads in a diverse spectrum.

4- Content Syndication

Content syndication is an opportunity where you can increase your reach by distributing your content through a reputable third party. By leveraging the reach and impact of a larger organization or a larger publication, you can distribute content to new audiences that are hard to reach on your own.

Generating B2B leads with content syndication

Furthermore, partnering with third-party media channels to distribute your content can give you great brand awareness. Beyond the partnership, you need to track incoming leads and segment your users by engagement and channels. This Demand Generation tactic is great for raising awareness, as well as for Bottom Funnel content to trigger sales pitches.

5- Checking Alignment Of Marketers With Your Metrics

Alignment means that everyone is moving in the right direction toward a single goal. This will give you maximum impact and maximum progress. Hence, by opening lines of communication that consensus on target markets, messaging, strategy, and reporting, your business is better positioned to grow sales fast.

Demand generation takes all of these into consideration and is a more holistic approach to marketing in general. In fact, it helps companies align their sales and marketing departments to ensure everyone is pulling in the same direction. 

Conclusion

The ultimate goal of generating demand for your eCommerce is to find the formula for repeatable, and scalable growth channels. This will require a series of small, initial, short-term, and cost-intensive ads to boost the growth that will lead to your biggest profits: audiences that you can count on for regular growth and programs like referrals and content that will let you scale faster.

In this paper we have described the most important strategies for demand generation. We are confident that this strategy will allow you to create different effective demand generation campaigns in a multi-channel strategy.

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