B2B marketing is tough! As you know, there are countless ways to market your products and solutions and you’ve probably tried most of them with varying degrees of success.
The b2b buying process can often times be extremely complex and in today’s market, it involves more and more people with a variety of perspectives, concerns, and personalities.
Products and solutions in the b2b sector are often complicated, highly specialized and require an enormous amount of education before anyone at a targeted account will sign off on the purchase. This, then, creates a sell cycle that can last anywhere from a couple months to a year or more.
B2B Relationship Selling
A strategy that can make b2b marketing a little less tough is starting with building a relationship first.
Getting your prospective clients to take notice of you as a resource as opposed to a sales person will start the relationship by providing value as opposed to just a price list and you will begin that relationship by creating value for your prospective client. By creating value, first, you’ll have a much better chance at separating you and your company from your competition.
Separating you and your company from the competition will reduce the chance that you’re viewed as a commodity.
Relationship selling isn’t new, its been around for as long as people have been buying. However, what is relatively new is trying to get that relationship started, when the buying process is so heavily online.
Digital marketing has…