Business to Business Marketing

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Insights on buying and selling in the Business to Business environment.


<ul><li> 1. Angelo Ford, MBA<br />Managing Partner<br />Business to Business Marketing<br />When the need arises, customers buy from people they know, like and trust. ScottStratten, UnMarketing<br /></li></ul> <p> 2. introduction<br /></p> <ul><li>About me - </li></ul> <p> 3. My latest venture 4. Insights as a buyer of business services &amp; products 5. Black book of contacts (know, trust, like) 6. Recommendation from a contact 7. Recognized expert 8. Internet search (reference trade sources) 9. Cold callers 10. Insights as a seller of business services &amp; products 11. Network to meet clients, develop a reputation of trust &amp; friendship 12. Pro bono work - establish trust, demonstrate expertise 13. Solid internet&amp; social media presence 14. Dial for dollars based on qualified leads Scott Stratten<br /> 15. The 4Ps<br />Adapting the 4Ps to a business to business environment <br />Product<br />Features vs. Benefits (B2C vs. B2B)<br />Participate in new product development<br />Price<br />Total cost perspective (QDP)<br />Help identify cost savings <br />Dollarize everything <br />Place<br />Trade shows, internet, lunch meetings<br />Make appointments<br />Promotion<br />Focus on saving time, money and resources<br />Offer value added service<br />Always ask for the business<br /> 16. Gize<br />B2B insights<br />Key Idea:How to gain share of mind, heart and wallet <br />Network, network, network<br />1<br />Tradeshows<br />2<br />Line cards, business cards, website is critical <br />3<br />4<br />Know your market segmentations requirements<br />5<br />Become a prequalified supplier self audit<br />6<br />RFP / RFQ / ES Events<br />7<br />Deal Direct/ Outsourcing / Manufacturing Reps<br />Are you targeting the right person?Buyer? Sr. Buyer? Manager?<br />Always aim to create value in the eyes of your customer.<br /> 17. Gize<br />Templates<br />Progress chart Upward arrow<br />summary<br /></p> <ul><li>Examine </li></ul> <p> 18. What do better you do better than the competition? 19. Where, when, why, who and how? 20. Research your target business 21. Establish 22. Person to person introduction 23. Tradeshow 24. Web presence (site, social media) 25. Direct marketing / distribution 26. Maintain 27. Share of mind, heart, wallet 28. Reciprocal, reasonable lunches 29. Offer value added service 30. Identify improvements 31. Short term gain vs. long term benefit</p>