Learn how to impress, satisfy, and earn the trust of enterprise customers with these six tips for enterprise marketing, from understanding their needs to collaborating and partnering with them.

Here's 𝐇𝐎𝐖 strong enterprise relationships can be built over time (tried & tested!): ▶️ Understand the customer: Listen to the inherent and obvious pain points a.k.a. opportunities to bring in offerings of delight. ▶️ Communicate value: Deliver on relevant content, build on a feedback loop with the customer and internal teams, and bring in transparency in terms of expectation-delivery map. ▶️ Activate touchpoints: Realize the power of drip communication, platform automation, social media, event connects, public relations, etc. to bring in brand showcase for the customer. Utilize these as effective communication channels. Remember, humanistic approach to marketing makes bonds. Try it out :) Tx

How can you build strong relationships with enterprise customers?

Building strong relationships with enterprise customers is crucial for any marketer who wants to grow their business and retain loyal clients. Enterprise customers are typically large, complex, and demanding organizations that require customized solutions, high-level service, and long-term commitment. How can you impress them, satisfy them, and earn their trust? Here are some tips to help you succeed in enterprise marketing.

1 Understand their needs

The first step to building strong relationships with enterprise customers is to understand their needs, goals, challenges, and preferences. You need to do your research, ask the right questions, listen actively, and empathize with their pain points. You also need to segment your enterprise customers based on their industry, size, location, and other criteria, and tailor your messages and offers accordingly. By showing that you understand their needs, you can demonstrate your value, relevance, and credibility.

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Devan Bhalla

Brand Builder | Content Creator (180k+ fam) | LinkedIn Top Voice (Marketing) | IIM Merit Scholar | TEDx | Marketer | Public Speaker | Cited Researcher | Professor | Consultant | Follow #DBytes on LinkedIn for more!
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Here's 𝐇𝐎𝐖 strong enterprise relationships can be built over time (tried & tested!): ▶️ Understand the customer: Listen to the inherent and obvious pain points a.k.a. opportunities to bring in offerings of delight. ▶️ Communicate value: Deliver on relevant content, build on a feedback loop with the customer and internal teams, and bring in transparency in terms of expectation-delivery map. ▶️ Activate touchpoints: Realize the power of drip communication, platform automation, social media, event connects, public relations, etc. to bring in brand showcase for the customer. Utilize these as effective communication channels. Remember, humanistic approach to marketing makes bonds. Try it out :) Tx

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2 Deliver value

The second step to building strong relationships with enterprise customers is to deliver value consistently and exceed their expectations. You need to offer solutions that solve their problems, improve their outcomes, and create positive experiences. You also need to provide high-quality content, resources, and support that educate, inform, and inspire them. You also need to measure and communicate the results and impact of your solutions, and show how you can help them achieve their goals. By delivering value, you can prove your worth, differentiation, and reliability.

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3 Nurture the relationship

The third step to building strong relationships with enterprise customers is to nurture the relationship throughout the customer journey and beyond. You need to maintain regular communication, follow up, and feedback, and keep them updated on your progress, plans, and opportunities. You also need to build rapport, trust, and loyalty by showing appreciation, recognition, and gratitude, and by rewarding them for their loyalty, referrals, and advocacy. You also need to anticipate and address their needs, concerns, and objections, and resolve any issues promptly and professionally. By nurturing the relationship, you can foster satisfaction, retention, and growth.

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4 Leverage multiple stakeholders

The fourth step to building strong relationships with enterprise customers is to leverage multiple stakeholders within the customer organization. You need to identify and connect with the key decision-makers, influencers, users, and champions who can affect or benefit from your solutions. You also need to adapt your communication style, tone, and language to suit each stakeholder's role, personality, and preference. You also need to align your solutions with each stakeholder's needs, goals, and expectations, and show how you can help them succeed. By leveraging multiple stakeholders, you can increase your influence, reach, and impact.

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5 Innovate and adapt

The fifth step to building strong relationships with enterprise customers is to innovate and adapt to their changing needs, preferences, and expectations. You need to stay on top of the latest trends, technologies, and best practices in your industry and theirs, and offer new and improved solutions that meet their current and future needs. You also need to solicit and act on their feedback, suggestions, and requests, and involve them in your product development, testing, and launch. You also need to monitor and analyze their behavior, engagement, and satisfaction, and optimize your strategies and tactics accordingly. By innovating and adapting, you can demonstrate your agility, creativity, and responsiveness.

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Kevin Roberts

Marketing Specialist at Homewood Health | Sessional Instructor at NAIT and UCW
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Agility is of the utmost importance when it comes to strengthening your relationship with an enterprise client. As their company grows, their expectations will grow in unison. That means you need to be adaptable to change so that your value never diminishes; flexibility will go a long way with a company that needs bespoke services.

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6 Collaborate and partner

The sixth and final step to building strong relationships with enterprise customers is to collaborate and partner with them on mutually beneficial projects, initiatives, and goals. You need to treat them as strategic partners, not just as customers, and seek opportunities to co-create, co-innovate, and co-market your solutions. You also need to share your expertise, insights, and resources with them, and learn from their feedback, experiences, and best practices. You also need to support their growth, success, and reputation, and celebrate their achievements and milestones. By collaborating and partnering, you can establish a long-term, win-win relationship that delivers value for both parties.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you build strong relationships with enterprise customers?

1

2

3

4

5

6

7

1 Understand their needs

2 Deliver value

3 Nurture the relationship

4 Leverage multiple stakeholders

5 Innovate and adapt

6 Collaborate and partner

7 Here’s what else to consider

Marketing

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How can you build strong relationships with enterprise customers?

1

2

3

4

5

6

7

1 Understand their needs

2 Deliver value

3 Nurture the relationship

4 Leverage multiple stakeholders

5 Innovate and adapt

6 Collaborate and partner

7 Here’s what else to consider

Marketing

Rate this article

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