3 March 2016

 

Blog about successful marketing strategies in Russia

 How Can A Foreign Company Enter The Russian B2B Market? Effective B2B marketing strategies in Russia.

 

 

 

Are you a foreign manufacturer of B2B goods or a service company? Are you interested in Russian B2B clients? Do you aspire to enter the Russian market? Do you see the demand for your product in Russia, but do not know how to effectively build a potent marketing strategy to attract more customers?

Then these guides are for you. Entitled "How can a foreign company enter the Russian B2B market?” it will be useful not only for the "newcomers" to the Russian market, but also for the "veterans" who want to increase their presence. These guides was written by Vadim Tylik, Russian entrepreneur, Founder and President of the RMAA Group. Below you will find some excerpts of White Paper Sanction Reality 2015-2016 “HOW CAN A FOREIGN COMPANY ENTER THE RUSSIAN B2B MARKET? Effective B2B marketing strategies in Russia”.

Today, in the era of economic sanctions and political intrigues hardly anybody can confidently say what situation on the world arena is going to be. Despite any political conflicts, Russian business imposes a huge demand for services other foreign enterprises. It is for this reason that more and more foreign companies find great potential in cooperation with Russia.

Whether you are a foreign manufacturer of B2B goods or a service Company if you are interested in getting B2B clients in Russia these guides are for you. Here you will find the answers on how to effectively build a potent marketing strategy to attract more customers to your product in the Russian market. Entitled "How can a foreign company enter the Russian B2B market?” it will be useful not only for the "newcomers" to the Russian market, but also for the "veterans" who want to increase their presence.

The White paper examines general tools for attracting B2B customers and their appliance in the Russian market. Contextual advertising, SEO, Direct marketing, Event marketing and other issues with a few figures and real examples will give you a clear ready-to-action plan.

The purpose of the White paper is to present specific tools that will allow you to attract the attention of potential customers and garner an incoming flow of requests (i.e. to resolve the issue of the initial step in B2B sales). After all, finding and attracting new customers is the most labor-intensive process in B2B marketing, especially in a new and unfamiliar market.

Most entrepreneurs and sales managers say that if they had some kind of customer base, it would be much easier to sell. It is the search for new customers that takes a lot of time and energy, and sometimes money.

Again, this paper will not tell you how to sell your product, but will help you to create a stream of interested leads from Russia, leads that could potentially become your customers if the final stages of B2B sales are completed correctly. It will focus on the initial stages of complex B2B sales: attracting customers and establishing trustworthy relationships with them.

What is the basis of success in the Russian market?

There are three main pillars of business success for B2B in Russian market:

1. Russian language. Success of any business marketing policy on the foreign market is based upon the ability to build communication with the client in his native language. Accordingly, in order to make a successful marketing strategy in Russia, you should communicate with your clients in Russian.

Modern consumers are simply not willing to jump through hoops just buy something. That it is true not only for Russian consumers, but also for all other countries as well.

So, a brief summary: IF YOU WANT TO BUY SOMETHING, GESTURES ARE ENOUGH TO EXPLAIN YOURSELF, IF YOU WANT TO SELL SOMETHING, YOU NEED TO KNOW THE NUANCES OF THE LANGUAGE.

2. Data base of Russian prospects. Who is your target customer? Who makes a decision on buying your product? Whatposition does a decision-maker have in a company? How many employees in acompany can act as the buyer of your products or services? The ”WhitePaper” specifically elaborates on the ways of solving marketing problems at the stage of attracting initial applications into your sales funnel, rather than focusing on sales process itself. Each company must set up sales process on its own, simply because there’s no better expert in your product than you.

The purpose of the White Paper is to demonstrate some specific tools that will allow you to capture the attention of your potential clients and receive the incoming stream of applications, thus completing the initial step of b2b sales. After all, finding and attracting new customers is the most labor-intensive process of b2b marketing, especially in an unfamiliar new market.

3. Tools for B2B customers acquisition in Russia. 

Is your business niche a lake or a mountain stream? The lake stands for a market with 5 to 100 potential customers. If your market is a lake, the contract amounts are high. The approach of attracting customers in the “lake”, where all players know each other, is quite different from the approach in the markets of the “mountain stream” type. In the “lake” type market you know that the companies X, Y, and Z are your potential customers, and you realize that your marketing strategies should target specific people.

 A “mountain stream” represents the market with a constant stream of customers. People come and go, the number of consumers exceeds 1000, contract amounts are relatively high, but not even close to the “lake type” market amounts. 

The approach of attracting customers in the “lake”, where all players know each other, is quite different from the approach in the markets of the “mountain stream” type. The following tools, ordered according to priority, are suitable to meet your marketing goals.

 

You can find out more about specifics of B2B marketing in Russia in full version of White Paper Sanction Reality 2015-2016 “HOW CAN A FOREIGN COMPANY ENTER THE RUSSIAN B2B MARKET? Effective B2B marketing strategies in Russia”.


 

White Paper:

How to Sell to Russian Large Companies?
Learn how to conquer this billion-dollar marketplace with surprising marketing strategies