Building Your B2B Marketing

How To Build Your B2B Marketing(Photo by Andrew Ashton)

If your business is marketing its services to another business (B2B = Business-To-Business), it is vital to know that B2B’s needs are very different from B2C’s (Business-To-Consumer)¬†emotional issues. Do you know the top 6 B2B needs?

  1. Increased Profitability. While obvious, it’s important to remember that businesses exist to make money.
  2. Increased Power. Business want power (influence) over their markets. Business employees seek power within their company.
  3. Decreased Risk. Businesses seek a “sure thing” to minimize wasted resources.
  4. Decreased Hassle. An business opportunity may be a sure thing that’s highly profitable, but the amount of effort to break into that market may be cost prohibitive.
  5. Increased Praise. While praise comes from individuals, it’s a core group individuals that create a target market. That’s why it’s important for a business to both focus on top-down (leadership/management) as well as bottom-up strategies.
  6. Increased Fun. Building a business takes time. The long-term motivation of money and power isn’t generally enough to guide a business owner through short-term problems. That’s why in the midst of all the work, there needs to be a vision for why people choose to come together to do great things.

Be sure that your B2B marketing is conveyed using facts (see: Marketing Foreplay), and touches upon many of a business’ “pain points”.

Leave a Reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.