Inbound marketing is a strategic process that influences customers to become aware of any business and its offerings, drive them to the company website and converts them into paying customers. Inbound marketing (also referred to as in-marketing or inbound sales) is initiating prospective customers with the help of content such as blog posts, eBooks, videos, case studies, and whitepapers. The ultimate goal is to attract potential customers by focusing on their needs rather than how you sell. It’s less about selling and more about service.
This article provides an overview of inbound marketing strategies aligned with customer experiences across the entire customer journey.
What is inbound marketing?
Inbound marketing brings potential customers to your business through content rather than paid advertisements or sales calls. Inbound marketing aims to attract customers by focusing on what they need rather than how you sell. The word “inbound” refers to the flow of activities that result in new business. The term “marketing” refers to the strategies and activities used to generate leads or sales for a business.
There are two types of inbound marketing strategies: direct marketing and integrated marketing. Direct marketing focuses on sales and branding through digital channels. Integrated marketing focuses on building relationships with leads and customers through branded content. Both of these inbound marketing strategies are essential and work in collaboration with each other more often than not. As a marketer, you are expected to know which strategies work better for which contexts. For that, you might need to do some trial and error, testing, researching, and exploring what fits best.
Why Is Inbound Marketing Important?
Inbound marketing is all about creating content and other offerings that attract your customers and potential to your brand. That way, you won’t need to get customers explicitly, but they will automatically be attracted to you by virtue of inbound marketing. The strategic process of inbound marketing works in a way to subtly influence and nudge customers towards becoming aware of the brand so that it is easier to convert them into paying customers, thereby improving sales.
Inbound marketing is a broad umbrella term which includes different activities like SEO, content creation, and social media to attract potential customers to your business. For businesses, it’s important to focus on inbound marketing because it’s a cost-effective way to acquire new customers. It takes less money and time to attract customers through inbound marketing since you’re not actively going out and selling to customers with advertisements. Further, inbound marketing is known to bring your more loyal brand customers.
While inbound marketing includes many elements, and the definition is really up to the marketer working on inbound marketing, there are certain key elements that you must never miss out on if you’re working on inbound. Here are some such key elements of inbound marketing, along with examples and other important insights:
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Content marketing to grow your audience
Content marketing is an inbound marketing tactic that focuses on creating content that your target audience wants to read, watch, listen to, or share. This type of marketing helps businesses attract new customers by creating content that resonates with their current audience.
The term “content” refers to any type of media with a purpose. For example, content on a marketing blog may be a list of SEO tips. Alternatively, content on a website may be product descriptions. When executed correctly, your content will attract new users, engage current customers, and drive product sales.
There are many ways to create content, such as:
– Thought leadership posts: These posts can be short-form or long-form articles that discuss a specific topic related to your business. They allow you to create valuable content that educates readers about a particular topic.
– Videos: Video marketing is one of the most effective ways to get your message across to a wide audience. It’s visual, easy to consume, and engages your audience on a deeper level.
– Ebooks: Ebooks are digital books that tackle a specific topic related to your business. They’re a great way to build authority as a thought leader in your industry.
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Blogging to create authentic conversations
Blogging is a form of content marketing that’s been around since the early days of the internet. It’s a great way to connect with potential customers and establish trust. If done correctly, a blog can drive organic search traffic, help you rank in search engines, and convert readers into customers.
A blog is a type of website content that features a dialogue between the author and their readers. It can take the form of a long-form written article (like this one), a video series, or a podcast. A blog can be about pretty much anything, as long as it’s related to your business. You can create a narrative and build a community around your brand by blogging. You can also share your knowledge and expertise through your blog to establish yourself as a thought leader in your industry. The more expertise you have, the more likely you are to convert readers into customers.
Email marketing to distribute lead magnets
A lead magnet is a piece of content that you extend free of cost in exchange for the opportunity to collect user information, like an email id. Lead magnets can be any type of digital content, such as eBooks, videos, and cheat sheets. Lead magnets are essential to any inbound marketing strategy because they help you generate leads and build your email marketing list. This way, you can create a regular communication channel with your customers and drive repeat purchases. There are many ways to incorporate lead magnets into your marketing strategy. You can create your own lead magnets, like an eBook, a newsletter, or an infographic, or you can partner with a company that offers a lead magnet promotion tool.
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Ad campaigns to drive authentic traffic
Advertising is a paid form of marketing that uses certain types of marketing communications to bring attention to your product or service. Ad campaigns are an excellent way to drive traffic to your business and generate leads when used correctly. Choosing the most suitable type of ad campaign depends on your business and marketing goals.
There are many ad campaigns that can be used in conjunction with content marketing strategies or stand-alone. By creating ad campaigns, you have the ability to drive traffic to your website and track how effective your ads are at bringing visitors to your website. Advertising is essential to any company’s strategy, but it’s important to choose your ad campaigns carefully. Some ad platforms, like Google Ads, allow you to track the effectiveness of your ads. This way, you know what ad campaigns are bringing you the best results.
Search Engine Optimisation
SEO is referred to as a process that helps increase the visibility of the website over the social media platforms such as Google, Microsoft, Bing and various other search engines.
SEO is highly important as a marketing channel as most organic search delivers most of the website traffic. The Search Engine Results Pages (SERPs) are highly competitive and filled with the features such as PPC ads, etc.
The top SERPs features include:
- Knowledge Panels
- Features Snippets
- Top stories
SEO is an essential inbound marketing tool that is helpful for relevant keywords and phrases.
Social Media Marketing
Social media marketing is a potent tool for all businesses to reach prospective customers. People can discover, follow, shop, and learn from brands on social media. The platforms which see this trend the most are Facebook, Instagram, LinkedIn, etc.
Some of the primary goals which are achieved using social media marketing are-
- Maintaining and optimising the files
- Posting pictures
- Responding to the comments, likes, story replies, etc.
- Community building of the brand by following, engaging with the followers, customers, etc.
It is helpful to humanise the business, driving of traffic, lead generation, increase brand awareness, relationship building, etc. This is what is inbound marketing in digital marketing as we understand it now.
This marketing tactic is helpful in making the best out of recommendations and word of mouth to grow a business. Referral marketing can take many forms, but at the core, it means the brand’s biggest fans do the work.
It helps turn the satisfied customer into a cheerleader. Satisfied customers are happy with all aspects of a product and are willing to share the same happy experience with other potential customers who might buy from you. This is what is inbound marketing which is helpful in encouraging satisfied customers to refer their circle of friends and family, through discounts, offers, etc.
With time, as businesses and their audiences, have moved exclusively online, inbound marketing has really become stronger and more critical than ever. If you are an aspiring marketer today, you might want to get your feet wet and explore inbound marketing for yourself by creating end-to-end marketing campaigns. Another thing about inbound marketing is that it makes it easier for marketers and, therefore, for brands to keep track of their marketing efforts and improve wherever needed.
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Is it difficult for non-marketers to understand inbound marketing?
No, inbound marketing is simply a set of activities performed by businesses to attract customers more authentically. Learning the tools of this trade is not by any means difficult; all you need is correct guidance and the right peers.
Is blogging a part of inbound marketing?
Indeed. Blogging is an essential part of inbound marketing as it allows businesses to communicate properly with their audience on different topics.
Is inbound marketing all about content?
Inbound marketing is way more and way broader than just content marketing. However, content marketing does form an important component of the whole inbound marketing umbrella.
What are the five pillars of inbound marketing?
The five pillars of inbound marketing are Personas, Strategy & Buyer journey, Customer value maximisation, Analysis, and Sustainable success.
What are the different inbound marketing techniques?
The different inbound marketing techniques are Incentivised sign-up forms, Marketing automation, Social Media, Content Creation, SEO, and Lead Nurturing.
What are the characteristics of inbound marketing?
The top characteristics of inbound marketing are the Creation of quality content, Reduction in spending, Content alignment, Helping the customers, and Customer attraction.