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How to use inbound marketing to improve your business

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How to use inbound marketing to improve your business

The marketing is one of the most contradictory disciplines. It is a reality that we face every day. Because of our profession, we constantly come across professionals who defend opposing theories, each one with valid arguments and with numbers that support them. Even without leaving an organization it is possible to find both sides of the coin. In fact, we recently lived it. A couple of days ago, we were part of a heated discussion between two leaders of a huge retail Peru Phone Number List. In the middle of a work session, when it was time to choose the route we would take for the advertising actions of a marketing action that we were planning, the constant contradiction that exists in this discipline became visible: one of the attendees defended with very good arguments his desire to direct mass advertising, while another jumped from his chair to refute and defend the orientation towards niches.

Both were consistent in their presentation. They both had compelling reasons to assert their point of view. It was just another chapter in common marketing contradictions . Niches or masses? A simple case that exemplifies our daily discussions – we prefer the niches, but we would never disqualify those who defend the masses. Marketing is nourished from these discussions and thanks to them the trade is diversified. Today, there are an enormity of options to practice this discipline. There are marketing mass or niche marketing analog or digital, marketing ATL – above the line , a type of media used conventional – promotion or BTL – below the line , these efforts are more specific and focalizados- and many more. Each one with their own theories and ideas, with defenders and with a gigantic industry around them.


Then these divisions are subdivided and the picture becomes increasingly tangled. Well, in one of those subdivisions is that inbound marketing appears and its counterpart, outbound marketing . These two branches are part of marketing and are presented as two different paths, however, they can coexist — in fact, for us, making them coexist is the path that leads to success. What are outbound and inbound marketing about ? The outbound marketing or marketing protrusion pejoratively -called marketing interrupt the Defenders of the current – refers to the forms that have been traditionally used to promote products or services. In it, the marketer strives to impose a message on consumers and the market, and then search for conversions. For its part, the inbound marketing or marketing inbound refers to forms of promotion that entice potential customers by offering compelling content and implicating the brand, product or service.

The outbound marketing is the kind of promotion that has been done throughout history, in which the market and the media are inundated with messages to try to catch something. His approach is simple to understand: the company sends a message to a precariously segmented audience and then works to recoup that investment by achieving conversions thanks to its distribution force. The most used tools in this type of marketing are: cold calls – using a database of the business, the supply chain or partner companies to get customers through a call center -, mass media advertisements – billboards, magazines, press, radio, cinema or television – and the brand’s street activations. The marketing inbound , however, is not focused on saturating or push the public towards the Forex Email List. Its approach is geared towards building lasting relationships, adding value to audiences, and creating consistent and timely messages for users. Customers and markets respond positively to inbound marketing because what the brand does is offer them interesting or entertaining information and because the conversations are not focused on the sale, but on the interests.

Pros and cons of outbound and inbound marketing
In light of the above definitions, the discussion about inbound and outbound marketing is quite uneven – loaded towards inbound marketing – but the reality is different. They both have pros and cons. Both have defenders and detractors. Both have shown results that support them and failures that hit them. Let’s start with the positives of these two techniques, for the reasons that justify the investments. The advantages of outbound marketing are: simplification of the messages issued and absolute control over advertising actions. Creating messages for outbound marketing is simple because you do not need to design many pieces – segmentation in this type of actions is very precarious, therefore the language and graphic pieces must be as universal as possible. In addition, the company will be able to control where the message is issued, what it surrounds with and what are the channels to receive the interaction. For its part, the pros of inbound marketingThey are: greater probability of attracting quality prospects, non-intrusive approach and low cost and high profitability. The marketing starter is highly respectful and very contributor for audiences, this raises the odds of getting buyers with little effort- and in turn, reduces what should be invested to achieve results Positives.

Now what are the downsides of both streams? In the case of outbound marketing, the cons are: low conversion rates, high costs and low durability of the message in the consumer’s mind and in the media. When we speak of low conversion we refer to the percentage relationship between the number of people impacted by the message and the final number of buyers of the product or service. The outbound marketing offers poor results in that percentage value, when compared to the inbound, because the universe that sees the message is huge and very heterogeneous, and those who finally respond to the proposal are few —not to say with this that the sales generated are lower. When we speak of high costs, we refer to the rates established by the channels that are responsible for transmitting messages, which are high due to the enormous infrastructures that these communication companies must create in order to operate. And when we speak of low durability we refer to the short time that a message can pass in the mind of the consumer if its broadcast is not repetitive and to the null virality generated by these means.

Finally, the disadvantages of inbound marketing are: slow implementation, long response times and greater demands on creative work. Why do we talk about slowness? Because implementing inbound marketing actions in an organization will require hard work in creating a robust ecosystem, and this takes time. This would be acceptable if it were not combined with the second aspect: long response times. In inbound marketing, the times to start reaping the results are longer than those of outbound marketing . And, as if this weren’t enough, the day-to-day work that marketing demandsentree is higher. The teams that perform the tasks associated with this technique must work much harder than those that deploy outbound marketing actions . This is why, because of the pros and cons of both, that we reiterate our recommendation to combine them. Using both ways, with intelligence and planning, will allow to appropriate the good and mitigate the bad of each one, to achieve results quickly and build a promising future for the organization.

The 10 steps to good inbound marketing
With the two concepts explained, we want to focus on how to use inbound marketing —because it is the more digital of the two—. Next we are going to present a step by step, simple to follow, that will lead you to its implementation. Obviously, what we are going to present is a simplification of this technique, because there are many more tasks in this type of marketing , but you have to start with something and that is what we propose here:

1. Know deeply the business offer
You cannot plan a marketing effort without appropriating the product or service that you intend to offer to the market. Digging into every detail to identify the advantages and recognize the deficiencies is an obligation to be able to design actions that enhance the good and mitigate the bad. To execute this step well, you must use or consume what is offered, trace the production and distribution process and enter the market to explore alternatives and competitors.

2. Create a detailed buyer persona
After learning about the product or service, the next task is to meet the potential buyer. All inbound marketing efforts must begin with a rigorous and comprehensive profiling of the type of people to whom the efforts will be directed. Segmenting means choosing, and that’s the first thing to do. The task, then, could be summarized with the construction of a fictional representation of the ideal client. What you get here is a detailed description of the characteristics, motivations and interests of the individuals most likely to buy the offer, in order to be more efficient in the tactics and message delivered.

3. Provide quality content for audiences
The first two steps in the process are research and documentation, but the third requires creativity. Training the digital team to develop content curation and creation skills to deliver valuable information to potential buyers is the most important task of an inbound marketing effort . Everything begins and ends with content. Those responsible for marketing in the company must work intensely to identify the content that attracts the most, the one that converts the most and the one that most loyalty, in order to focus creative efforts on them. Without quality content, there is no inbound marketing .

4. Have a website ready for conversion
The content will attract the attention of potential buyers, and then the website – its information architecture, layout , graphics, and calls to action – will drive the conversion. The website, then, must be seen as a new seller within the commercial area of ​​the organization and will be measured with the same indicators. The website will become the spearhead of the inbound marketing strategy and should be treated that way.

5. Position yourself in search engines to attract prospects
With a permanent flow of creative content, focused on the business offer and the characterization of the buyer persona, the next step is to worry about visibility and attracting quality traffic. This is where search engines appear as our main allies. The next step is the optimization of the website and the generated content, so that they reach a good position on the results page of the keywords that will expose us to potential buyers. Thus, we can attract quality traffic to the content, so that later the website does its conversion job.

6. Distribute content on social networks
In addition to the effort to position ourselves in the search engines, it is also advisable to invest time in social networks to distribute the content there. With this effort, more quality traffic will be attracted and some virality will be achieved. Networks are also useful for the social endorsement of the product or service – a very important reputational asset and a crucial foothold for improving website conversion rates.

7. Guide advertising efforts to add value
Is it enough with the traffic obtained organically? No way. It makes no sense to give up the possibilities that digital advertising offers us. Now, what we propose is not to do advertising of the outbound marketing type —those that interrupts the prospect with a commercial proposal—; What we think is convenient is the use of advertising to transmit messages that add value and promote the content generated, that are precisely segmented to the buyer persona and that are adapted to the specific moment within the conversion funnel. Advertising in inbound marketing should not be seen as a tool to achieve greater reach, but as a mechanism to increase the visibility of the value provided by the brand to the community.

8. Identify prospects to build relationships
So far, what we have built is a process that focuses on understanding well the product or service and the potential buyer; it is concerned with generating content consistent with the offer and with those who are likely to accept it —which are available on a web platform prepared to seduce—; And finally, it focuses on attracting those potential buyers from search engines and social networks. An interesting and well planned cycle. Whats Next? Don’t let prospects escape. For this, it is convenient to add technological aids – of the type software for CRM ( customer relationship management), a tool for managing clients and prospects— that allow us to monitor and be attentive to the behavior of each individual to perfect all stages of the process.

9. Interact with the community
What follows is a relational stage rather than a commercial or marketing one . This ninth step will be in charge of involving the community with the brand, the product or the service —through social networks, the website or any other channel that has joined the digital ecosystem. Working on interaction will achieve higher levels of involvement and this will lead to greater visibility.

10. Measure each action to improve
The last task on this journey is to invest resources to help us improve each of the previous nine steps. Measuring is the best way to grow in any of the phases described in this article, and this will bring an increase in ROI – return on investment or return on investment – and an improvement in the efficiency and contribution of the inbound marketing strategy. to the business. Here you should find indicators for each part of the process, review them periodically and work with them to generate new ideas.

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