By Omar Barraza
You should expect to find that business-to-business (B2B) marketing primarily involves communicating how you're going to save money or make money for potential customers. A key reason for this is that many businesses require a group decision before making significant changes or purchases.
While it's easy to cast doubt over a potential qualitative improvement, it's challenging to argue effectively against something that quantitatively reduces costs or increases revenue. In other words, everyone stands ready to shout "I told you this would be a waste of money," but no one wants to admit "It's my fault were spending too much or not selling enough."
Once you can describe how you can help prospects save money or make money, the next step is determining how to best communicate this opportunity to the individuals that will most benefit.
You should expect to find that business-to-business (B2B) marketing primarily involves communicating how you're going to save money or make money for potential customers. A key reason for this is that many businesses require a group decision before making significant changes or purchases.
While it's easy to cast doubt over a potential qualitative improvement, it's challenging to argue effectively against something that quantitatively reduces costs or increases revenue. In other words, everyone stands ready to shout "I told you this would be a waste of money," but no one wants to admit "It's my fault were spending too much or not selling enough."
Once you can describe how you can help prospects save money or make money, the next step is determining how to best communicate this opportunity to the individuals that will most benefit.
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