Business To Business Marketing Final Pace

Business to Business Marketing Presented by Advisors On Target PACE 2010

What Is B2B Marketing? ,[object Object],[object Object],Information used in this presentation is sourced from RAN ONE, Inc., used with permission

What We’ll Discuss Today ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business And Consumer Markets Are Different Mass advertising Personal relationship MARKETING For personal reasons Immediate purchase One or few decision makers For business reasons Extended over time Many decision makers DECISION-TO-BUY Often dispersed Often localized LOCATION OF CUSTOMERS Larger Smaller MARKET SIZE Smaller Larger SALES VOLUME Individuals Companies CUSTOMERS B2C B2B CHARACTERISITIC

The B2B Marketplace is Primarily Local ,[object Object],[object Object]

The B2B Buying Process Is Involved ,[object Object],[object Object],[object Object]

Complexity Affects B2B Marketing ,[object Object],[object Object],[object Object]

Personal Relationships Are Important To B2B Marketing ,[object Object],[object Object]

B2B Market Research ,[object Object],[object Object],[object Object],[object Object],[object Object]

Segmenting B2B Customers and Prospects ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Segmenting By Location ,[object Object]

Segmenting By Company Size And Value ,[object Object],[object Object]

Segmenting By Needs ,[object Object],[object Object],[object Object],[object Object]

Segmenting By Market Positioning ,[object Object],[object Object],[object Object],[object Object],[object Object]

Validating Target Segments ,[object Object],[object Object],[object Object]

Client Relationship Management ,[object Object],[object Object],[object Object]

Get To Know The Decision Makers ,[object Object],[object Object]

Understand How They Make Purchasing Decisions ,[object Object],[object Object]

B2B Success Depends On Good Business Intelligence ,[object Object],[object Object],[object Object],[object Object]

Building Relationships – The Heart Of B2B Marketing ,[object Object],[object Object],[object Object],[object Object]

Use Business Networks ,[object Object],[object Object]

The Small Business Advantage ,[object Object],[object Object],[object Object]

Determine How You Can Add Value ,[object Object],[object Object]

Try to Lock In the Business Process ,[object Object],[object Object],[object Object]

Getting Your Business Known Locally (and Globally) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Make Your Website A Marketing Tool ,[object Object],[object Object],[object Object]

Making Your Website Findable ,[object Object],[object Object],[object Object],[object Object]

Provide Information That Keeps Prospects Interested Capabilities Testimonials Reliability / Flexibility Service locations Contact Form or Info Selecting appropriate vendors, obtaining bids, final selection Range of services with features & benefits Industry best practices Articles & Case studies Technical specifications Product & Service Comparisons Researching solutions INFORMATION PHASE

Capture Prospect Information On Your Website ,[object Object],[object Object],[object Object],[object Object]

Conclusion ,[object Object],[object Object],[object Object],[object Object],[object Object],Information used in this presentation is sourced from RAN ONE, Inc., used with permission

Contact us to help get your business On Target for success! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Business To Business Marketing Final Pace

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