B2B digital ads spending is surging. While digital ads have always been a critical component of any B2B marketing strategy as a way to reach and engage target audiences, research shows that B2B digital ad spending is up over 30% from 2019. Moreover, B2B companies are expected to spend $10.84 billion dollars on ads this year alone.
So how do you make sure your ads are the best investment and are continuing to move prospects through the funnel? With massive growth and investment in digital ads how do you stand out against your competitors who have likely also increased their ad investments? Use the right data, at the right time, with the right message. And that all starts with a full-funnel, personalized approach.
Full-funnel = Big Impact
Simply pushing ‘launch’ on one general set of ads won’t cut it — the best account-based marketers are leveraging display from awareness all the way through upsell and expansion. That means creating a map of your account’s journey, and figuring out which messages and offers resonate, and when. From there, you can get to the gritty gritty of making killer ads that turn heads and inspire action.
Go-to CTA Tips & Tricks
While spending may be up, one thing remains constant — you need ads that convert and keep prospects engaging. The best way to do that is with a clear captivating call to action on your ads. Any good results-focused B2B marketer knows that you need smart call-to-actions to help move prospects through the funnel to the finish line. Getting the most from your investment into ads requires a strong content strategy mixed with relevant, catchy copy to create the ideal CTA and outcome. Here are our 5 best call-to-action tips every B2B marketer should use:
Keep it short
Sometimes less is more when it comes to CTAs. Your CTAS should be sharp and to the point-- hitting the message as quickly as possible. We strive for CTAs of 3-4 words to help with readability and clarity. This CTA makes it clear to prospects what they'll be getting - a useful report with data and learnings they can apply to their own strategy.
Be clear on the action you want them to take
Ensure your CTA features clear actionable words that guide visitors on what you want them to do. Your CTAs should be specific and action-driven and use directive words like download, get, or schedule. They should tell the reader exactly what to do. Don’t just tell prospects to “Download now,” instead, say specifics like “Download guide” or “Get the ABM Guide.”
Consider the context
ABM is all about engagement stages and tailoring messages for the right audience at the right time. When creating ads remember the end-to-end experience & why they saw the ad and where the ad directs them to. You should tailor your offering to where a visitor is in the funnel. Not all prospects who come to your website are going to convert on their first visit. For example if they came for an eBook, don't push scheduling a demo just now and instead use no-risk CTAs like ‘Read the eBook’. Then use the data in your SFDC to determine what you serve and retarget and outreach to prospects later with more sales driven CTAs.
Focus on the value for your customers – what’s in it for them?
You’ve already identified the needs of your audience (hint it’s what brought them to you in the first place). As long as your CTA is tailored to those needs, you’ll be on the right path.
If your CTA comes off as self-serving or simply doesn’t meet your core audience’s needs, it won’t resonate with them. Think about what benefit will they get if they click and incorporate that into your messaging.
Make it personal
In account-based marketing, personalization matters. You’ve already spent time digging into segments and details of accounts in order to find your best-fit accounts and build your target account list. Leverage that work and data in order to help you serve personalized ads using dynamic data like company name, location, or industry. You can also add personalization to ads by saying something like, “Download your guide” or, “Get {Company Name} eBook” rather than, “Download” or, “Get now.” While adding in personalization details like company name, location, or industry are great ways to personalize your ads, personalization doesn’t just mean dynamic data. For example, if you see accounts are surging around certain intent topics make sure you’re targeting those accounts with relevant content, and driving those ads to relevant content pages.
What's next? Conversions galore
What do ABM and CTAs have in common? These 3-letter-acronyms both pack a punch when done right. Whether you’re drafting CTA copy focused on attracting, engaging, or nurturing existing customers the above tips will help you generate conversions across channels.
