Table of Contents
Introduction
1. The Importance of Sustainability in B2B Marketing
1.1. Standing Out From Other Brands
1.2. Influencing Buyer’s Mindset
1.3. Regulatory Compliance
2. The Top Four Sustainable Marketing Strategies
2.1. Understand your Audience
2.2. Design a Sustainable Brand Narrative
2.3. Product Benefits
2.4. Train your Resources
Final Thoughts
Introduction
In recent years, sustainability has transformed from a trend to a critical aspect of B2B business operations and marketing strategies.
According to an Aflac report, 73% of companies have taken sustainability initiatives seriously and have embedded green practices and corporate social responsibility deep into their operations.
This will help them focus on the value of suitability rather than greenwashing through ecological marketing.
However, B2B marketers and business leaders often find it difficult to strike the right balance between protecting the environment and driving commercial values that will improve their ROI. This dilemma calls for a strategy that will open up new avenues in B2B sales and marketing, creating positive changes and sustainable business opportunities for marketers.
Therefore, without further ado, let’s discuss the importance of sustainable marketing and also throw light on the few sustainable marketing tactics you can try this year.
1. The Importance of Sustainability in B2B Marketing
While many companies understand the importance of corporate social responsibility (CSR) as an ethical imperative, many businesses have yet to unlock the wide-ranging benefits of eliminating carbon emissions, which include ethical and responsible advertising.
In a recent interview covered by MarTech Cube, Joseph Worswick, VP of EMEA and Head of Global Sustainability, OpenX, quotes that the core to addressing the way digital media influences behavior shifts perceptions and radiates a light on issues that possess the biggest opportunity. For B2B marketers, sustainability provides a tremendous opportunity that will influence them to tell stories, connect, and empathize with consumers and other businesses across all industries, allowing them to make smarter, more sustainable decisions.
Let’s dive into why B2B marketers should consider implementing it before opting for it as a strategy.
1.1. Standing Out From Other Brands
It is said that buyers prefer companies that care about the environment and make sustainability their first option. For instance, in a crowded market, using green products and implementing eco-friendly practices makes your company’s value more unique. This preference can lead to more quality sales and loyalty. Therefore, sustainability is the best way to make your brand stand out and influence your buyers’s preferences.
1.2. Influencing Buyer’s Mindset
B2B buyers are quite influenced by the eco-friendly choices companies implement. A global survey shows that most B2B buyers consider sustainability and sustainable approaches significant when choosing suppliers of green products. Therefore, the growing impact of eco-friendly rules, green marketing, sustainability objectives, and emissions on business determinations regarding products.
1.3. Regulatory Compliance
To stay ahead of regulatory trends in B2B green marketing and supply chain management, businesses must understand the long-term opportunities and success of suppliers. This implies that B2B companies must stay compliant with sustainability goals; companies must understand the laws and regulations that will give them a competitive advantage.
2. The Top Four Sustainable Marketing Strategies
The best way to ensure that your marketing efforts are more sustainable is to understand the best practices and strategies you can implement. Let’s take a quick glimpse at the four sustainable marketing strategies that marketers can follow:
2.1. Understand your Audience
You must understand customer needs and wants for a broader acquaintance with sustainable marketing strategies. When your customers feel aligned with your brand values and business practices, they automatically feel a sense of community and are more motivated to support you in their purchasing decisions. And the best way to implement audience-led sustainable marketing practices is by asking and engaging with people.
You can consider joining forums, reaching out to customers through social media channels and making social media posts, or staying up-to-date with relevant news sources to better comprehend what potential clients are most eager about about sustainability.
2.2. Design a Sustainable Brand Narrative
In this competitive market, designing and developing a sustainable brand narrative should be your top priority, as this will aid you in communicating your commitment to sustainable practices and values. This method will extend your mission, products, and business processes and recognize how marketers can contribute to environmental and social responsibility.
However, simply saying that you care about sustainability from time to time or market green products is not enough; instead, show your audience how exactly your organization can integrate business practices. For example, IBM’s sustainability efforts encompass energy efficiency in data centers, green procurement practices, and responsible waste management. This commitment towards sustainability not only benefits the environment but also attracts and retains top talent.
2.3. Show Them Your Product Benefits
Linking your product as a benefit to reduce environmental impact will aid you in getting a green marketing approach, making sustainability a focal point of your sales narrative. This will show that your green products have the potential to do much more than just meet their needs, i.e., also caring for the environment through your sustainable marketing.
For instance, Flexis’s recent sustainability efforts not only focus on providing logistical support and supply-chain solutions but also include an e-waste program, reverse logistics, and solar tracking.
2.4. Train your Resources
Lastly, the most effective strategy that you can implement is offering training and resources, which will help your teammates partner in implementing green practices within their operations. This training can range from workshops on energy efficiency to guides on reducing greenhouse gas emissions. Let’s consider an example of BASF, a chemical producer that is engaged in sustainability. The company highlights this initiative with its campaign “Quantified Sustainable Benefits” and a dedicated microsite for partners such as architects, investors, and construction planners and informs them about environmental sustainability and how the industry can benefit from this.
Final Thoughts
Integrating sustainability into your B2B sales and marketing strategies isn’t just a trend but a smart business move that we have to walk through by understanding the why and how. Therefore, to stay in this competitive advantage that can attract and keep clients while building stronger, ongoing partnerships, try to implement sustainable measures in ways that truly resonate with your B2B partners.
For more expert articles and industry updates, follow Martech News.