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How customers purchase and what influences their decisions continues to evolve. Establishing a solid demand generation strategy is essential for success. You can no longer just try to capture everyone via search – you must have a full-funnel program that drives demand creation as well as demand capture. This strategy is what we work closely with our clients with at Enilon and acts as a roadmap, guiding businesses towards effectively attracting, engaging, and converting potential customers. Here’s a comprehensive five-step guide to building a demand generation strategy that drives tangible results.

1) Understand Your Value Proposition:

At the core of any successful demand generation strategy lies a clear understanding of your value proposition. What sets your products or services apart from the competition? Why should customers choose you over alternatives? Take the time to articulate your unique selling points and value proposition, ensuring clarity and consistency in your messaging across all marketing channels.

2) Understand Your Audience:

Next, dive deep into understanding your target audience. Who are they? What are their pain points, needs, and aspirations? How well do they know your brand/products currently and what do we need to do to effectively communicate with them? By developing detailed buyer personas, you can gain invaluable insights into the demographics, behaviors, and preferences of your ideal customers. This understanding forms the foundation upon which you’ll tailor your marketing efforts to resonate effectively with your audience.

3) Build Programs to Create Demand:

Armed with insights into your value proposition and target audience, it’s time to devise programs that generate demand for your offerings. This involves developing a multi-channel marketing approach that leverages various tactics such as content marketing, social media engagement, digital advertising, email campaigns, and events. Create compelling content that educates, entertains, and engages your audience while highlighting the benefits of your products or services.

4) Build Programs to Capture Demand:

Once you’ve successfully generated interest and awareness, it’s crucial to have mechanisms in place to capture and nurture leads effectively. Implement strategies for lead capture and lead nurturing, such as a strong search marketing program, email opt-ins, remarketing and personalized follow-up campaigns. Utilize marketing automation tools to streamline processes, track prospect interactions, and deliver timely and relevant communications that move leads through the sales funnel.

5) Build Marketing Analytics for Strategic Insights:

No demand generation strategy is complete without robust analytics to measure performance and derive actionable insights. Implement marketing analytics tools to track key metrics across various touchpoints, including website traffic, engagement rates, lead conversions, pipeline status and revenue attribution. It’s important that your Analytics is tied to your CRM, such as HubSpot or Salesforce. Analyze data regularly to identify trends, assess the effectiveness of your marketing initiatives, and make informed decisions to optimize your strategy for maximum impact.

Are you ready to build your demand gen program?

In today’s business landscape, a strong demand generation strategy is not optional. By understanding your value proposition, knowing your audience inside out, building programs to both create and capture demand, and leveraging marketing analytics for strategic insights, you can establish a solid foundation for sustainable growth and profitability. Stay agile, continuously refine your approach based on performance data, and remain customer-centric to stay ahead in the ever-evolving marketplace.

Are you looking for help amplifying your digital demand generation program? Let’s schedule an intro call to see how we can help you grow your program.