Top Conversion Optimisation Company Australia 2023

AI in B2B Marketing

AI is here, and it’s inescapable. Spend five minutes with our Managing Director Steve, and you’ll agree – Marketers love to talk about AI. Recently, Steve attended October’s SXSW in Sydney, and he noted almost all the presentations and panels he attended were either partially or completely focused on AI.

But it’s more than a buzzword. It’s a legitimate and powerful tool in a marketing arsenal.

We’re a forward-thinking, progressive digital marketing agency in Melbourne, and to provide our clients with the best and most relevant digital marketing plans, support and advice, we test out every software, gadget and digital marketing tool under the (internet) sun. AI elbowed its way in as an effective and versatile weapon for our clients in both B2C and B2B marketing.

In this article, we’re going to focus on the effective ways to utilise AI for Marketing in B2B businesses. If your business sells products or services to other businesses, there will be something in here for you – a marketing tool utilising AI.

AI Analysis and Insights

One of the most profound applications of AI in analysis and insight is in predictive analytics. By analysing analytics data, AI can forecast:

  • customer behaviours
  • market trends
  • recommendations
  • anomalies
  • sales outcomes.

AI has the ability to process and analyse large quantities of data at speed, providing alternative insight.

Example:
You can use ChatGPT to provide insight and analysis into your data. Below is an example of a screenshot from a client’s GA4. We asked ChatGPT to provide insight into the data. Not only is it able to understand the data from a basic image, but it can analyse it and provide insight. For this example, we only provided geographical demographic information, but it helps visualise what ChatGPT can do. Try it out. It can handle much larger pieces of data, so don’t be shy.

how ChatGPT 4 can analyse data from a screenshot

Personalisation and AI

Did you know: 71% of consumers feel frustrated when website content is not personalised. source

Imagine having a genie that knows exactly what your customers want, even before they do. That’s AI in B2B Marketing.

It dives into your sea of data, hunting for what your customers like and dislike, and voilà, you’ve got marketing messages that speak directly to each customer.

Whoa there – it’s not just about bombarding your customers and subscribers with emails or ads. When AI is utilised effectively, it will know the right time and the right words to encourage your customers into the action you want them to complete. Ie. It understands when your customers are most likely to check their emails or scroll through social media and apply your marketing then.

Example:
Jane manages an office building, and she’s considering a new air conditioner. She’s browsed your website that sells refrigeration services and installation. She didn’t submit an enquiry, but she did browse your sustainability information and prices. You did collect her email and your email software (in this case, Klaviyo) is going to utilise this information to retarget Jane, with information about the brand, not just as a reminder to encourage her back, but it will reiterate your environmentally friendly practices, the ethics behind your brand and your great pricing in the market.

Jane is impressed. The email feels crafted for her. It’s not just a sales pitch; it’s an engaging experience. She clicks through and submits and enquiry.

AI in your Customer Relationship Manager (CRM)

AI in your CRM system can enhance your customer engagement and sales efficiency. It can create predictive analytics for lead scoring (identifying the most promising prospects based on their interaction history and behaviour).

Perhaps you’re already utilising identifiers like ‘lead score’. Anyone who’s used email software or a CRM like Salesforce won’t be new to that term.

a graphic of a sales CRM using AI for B2B marketing

Example:
In a B2B software company, AI in your CRM could analyse customer data to predict which clients will be most likely upgrade to a premium service.

And, don’t forget – where there’s a CRM, there’s the opportunity for a chatbot…

Chatbots in B2B Marketing

AI-powered chatbots in B2B marketing automate and enhance customer interactions. They provide instant responses to enquiries, guide users through complex product portfolios, and qualify leads by gathering initial information.

screenshot of a chatbot on Hubspot
a screenshot of a Chatbot on Drift

For example, in a B2B tech company, a chatbot on the website can engage visitors, answer basic questions about products and services, and gather contact details. This improves customer experience and filters potential leads to the appropriate sales personnel.

Content Creation and AI

Note: a bot did not write this article. A hard-working content creator who winces at the thought of content generation by AI did.

None of the content we publicise or generate for clients is 100% written by AI, but that doesn’t mean we won’t use AI content generation where applicable and beneficial for the client.

In some cases, AI content generation can be incredibly useful for prompts, topics, grammar checks and sentence structure. As of February 2023, Google said it won’t penalise users for providing AI-generated content as long as the content reads well, provides information and engaging content, and isn’t duplicated. We can’t speak to whether Google (and others) will change their mind on that in the future, but for now, we can assume AI-generated content will be included in SERPs, if it’s of value and delivers positive benefit to your users.

With that in mind, we’d always strongly recommend your content is checked by an experienced copywriter/editor. Because, even if a crawling bot can’t tell it’s not written by a human, we can.

Ethical Considerations for AI in B2B Marketing

AI typically needs large pools of data to work. ChatGPT is useful because it was trained using over 500 billion words. And with large quantities of data comes the risk of infringing on individual privacy rights. Your business is responsible for compliance with regulations like data protection (eg. GDPR) and protecting your users’ data.

It’s a good idea for your business to stay on top of your AI tools. Whether you audit and review them or keep up to date with their upgrades/roll outs to ensure they operate fairly and ethically.

Competitors Using AI:

One final consideration – if you’re still reticent to use AI in your B2B marketing, just consider whether your competitors are.

Opting to utilise AI can be a significant decision, but it’s one your competitors have likely already considered. If you don’t use AI, they probably will, and it will give them an advantage.

 

If any of this feels overwhelming. You’re not alone. If it were easy, digital marketing agencies like ours wouldn’t exist. And, if you’d like help understanding your site’s analytics and/or reporting, our digital marketing experts are happy to help. And why not sign up for a complimentary 45-minute strategy session – obligation-free.

Share this:

Facebook
Twitter
LinkedIn

Free 25 Page eBook

Download the Influencing Your Digital Marketing Metrics ebook

Growth in numbers translates to growth in business, learn about the digital marketing KPI’s that can dramatically boost your business trajectory.

Free 25 Page eBook

Download the Influencing Your Digital Marketing Metrics ebook

Growth in numbers translates to growth in business, learn about the digital marketing KPI’s that can dramatically boost your business trajectory.

Where to from here?

Related Blog Posts

There’s always more to learn when it comes to digital marketing, continue learning about it by clicking on one of our blogs here

Here's what our clients say

Book Your Digital Strategy Session

Free 45 Minute Digital Strategy Session

We’ll get in touch with you to arrange a time for your session and gain some initial background on your business needs

What you'll get

Website Audit

A strategic look at your website from the inside and out conducted by one of our senior digital strategist’s

Industry Strategies

An insiders view of what unique strategies work for similar businesses in your industry and how you can capitalise on these learnings

Spy on your competitor’s

A sneak-peak at what your competitors are doing online

Success framework

A digital marketing success framework tailored to your business

Niki Patterson

Business Assist help us with the growth of our business, which is what every business wants, and also it really feels like everyone on the team understands and knows your business well. It’s not just one person, everyone is somehow involved and I appreciate that. Thank you so much for all your hard work in fixing our campaigns. We are all incredibly appreciative.

Jo McMillan

Business Assist were a pleasure to work with as we developed our new website. They were responsive, considered and always sought to provide us with the best possible product at a competitive price. We are very happy with the website they produced for us and have had a lot of positive comments on it. Business Assist is also great with follow up and ongoing support, should we need it.

Dean Burns

We only launched Rent Busters Perth in November 2018, so it is incredible that Business Assist generated over 500 leads for us in June 2020!  They helped us with our branding, market positioning and have since worked very closely with us on developing new offers, headings and campaigns every month. And most importantly we are signing a record number of deals every month!

Business Assist are more like our business partner than supplier and we heavily rely on their expertise and the results they deliver are extraordinary – I can’t recommend them more highly.

Lisa Bywaters

We’ve been working with Steve and the team at Business Assist since 2010.  With an information dense website it’s vital for us that our visitors find the information they need, when they need it. The BA team understand that people search for information in an organic way, that it’s not a linear process. By using their expertise, we now have a friendly, welcoming website that allows visitors to find the information they need quickly and easily. They were also extremely helpful when we transitioned to our new name and new website – with everything from developing a new website that incorporated consumer and staff feedback, to developing an SEO strategy and Google Ads campaigns that helped us retain our past users and attract new ones. They’re a professional, friendly team that takes the time to get to know the needs of your organisation and your website users.

Tony Raunic

A few years ago Hunt & Hunt Lawyers decided to put more resources into our SEO.  We interviewed a number of contractors who all promised their services would be superior.  We were struck by Steve Foura and his team’s preparedness to invest time in learning about what was distinctive about our business and what we particularly wanted to achieve.

We appointed Business Assist to focus on SEO improvements for aspects of our property team marketing including our compulsory acquisition advisory services.

The results have been outstanding with web-based enquiries growing exponentially and, critically, the right prospective clients contacting us and invariably converting into fee paying clients.

We certainly recommend Business Assist highly for any professional services business looking to better leverage its internet presence.

Ultimately, Hunt & Hunt asked Business Assist to develop a new website for our national legal group and we are very pleased with the results.

We continue to work with Business Assist today across various teams as we derive great value from Steve’s practical layman’s advice on SEO.  Business Assist also understand our business and genuinely seem to go the extra mile to add value.

Robert Thorpe

It felt that our previous digital agency was not very engaged with our business – there was a real disconnect.  With Business Assist we feel like we’re talking to the people who are actually implementing the campaign, or at least have a very good understanding of it.  We believe this is one of the main  reasons we saw results happen straightaway – increased new customer inquiries from Australia and overseas. But the other thing we get is great advice from Business Assist about things we can and can’t do from a Digital Marketing perspective. We trust really these guys. The other thing we’re getting is the changes we’re asking to make or services we’re changing, it happens really fast – there’s nothing like a 2 week period of waiting.

Amanda Greer

We’re a small business but we try and behave like a bigger company and Business Assist help us lift that bar. They have helped us get ahead of our competitors. We have a strategy meeting soon where we will develop a 5 year plan and we look forward to Business Assist’s input and planning what we should be working with them on for the next 5 years.  Business Assist have a  really good personable team and they tailor to us – we really like the flexibility. We’re very strategic in what we do and Business Assist helps us enhance our competitive advantage by reacting to opportunities quickly. Our position, interests and needs are well aligned.

Dave Porter

Business Assist are responsible for our new leads coming in. Increasingly, we are becoming more and more reliant on digital marketing as the other avenues are either too expensive or deliver little or no return. So we are extremely reliant on Business Assist.  And they have delivered for us for many years and continue to do so in 2020 where we keep having all-time record revenue weeks! We also really appreciate the team at Business Assist and I’ve always enjoyed working with a company that we feel as though they are really part of our team. We have a very healthy working relationship.

Karl Zimmerman

Since hiring Business Assist to take over our in-house Digital Marketing management, our Google Adwords spend has gone down by 75-80% and our traffic has increased by over 150%. To see such a massive drop in spend and yet an increase in traffic has to be one of the biggest and most impressive things I have ever seen.

Also, compared to what we were getting before, we see Business Assist basically as a free investment with the high returns and the increase in traffic we are getting. Not only that, each time we face any problems, the team gives us much valued solutions, not just ‘yes, we can fix that’ but also different options to choose from.

Business Assist gave us the ability to trust them with our money compared to the other 3-4 companies we had before them. We now can see where our money is going and the returns for it. They also take the time to explain details to us and make sure we are given regular updates. As we grow as a business, we see us growing with Business Assist.

Brayden Cameron

We have been using the Business Assist team since 2013. Coming from a trade background in Roofing & Roofing maintenance and jumping into Digital for all that is involved is a daunting task. We know everything worth knowing about our own trade and Digital is such an unknown area. In turn we were so hesitant because we felt like we were getting ripped off from previous attempts with other agencies and any requests for information or advice would have an extra charge or a feel like such an up-sell. Upon working with the Business Assist team we have COMPLETE clarity around the following:

  • Cost Vs Conversion (analytics)
  • Competitor analysis
  • Our target market and how to attract them
  • Brand Strategy Marketing
  • Social Media
  • SEO & so much more.

Providing these services should be a given for any Digital company – however we have found that it is not. Providing this whilst maintaining honesty and transparency even educating us along the way, whilst not making us feel like idiots because we didn’t know certain terms throughout the process is the real benefit working with Business Assist. We have meetings every week / fortnight with the team to report on every aspect of the business on a digital front. We feel the Business Assist team is an extension of our 40 + family. I think we are really fortunate we found a company that propelled us to grow from 2 staff to 40+ in 7 years – they know our company as if it was their own!