Your SlideShare is downloading. ×
Know Their Personality: The Approach That Sets B2B Marketing Apart | Oneupweb
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Know Their Personality: The Approach That Sets B2B Marketing Apart | Oneupweb

1,806

Published on

This infographic from Oneupweb highlights the importance of a key differentiator in B2B marketing campaigns: personal value. …

This infographic from Oneupweb highlights the importance of a key differentiator in B2B marketing campaigns: personal value.

Since 80% of B2B buyers see no discernible difference in business benefits among suppliers, it's crucial that you bring personal value to your content marketing strategy. Personal value, studies have shown, offers twice as many perceived benefits as business value. So don't prattle on and on about your history and expertise, or your commitment to open dialogue. Instead, show companies that you understand their pain points and can ease their suffering.

B2B customers are also more invested than their B2C counterparts (in terms of job security and credibility), so it's even more important that you talk about how to solve their unique problems. Check out what we have to say about the B2B marketing process at http://www.oneupweb.com/sexy.

Published in: Marketing
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,806
On Slideshare
0
From Embeds
0
Number of Embeds
7
Actions
Shares
0
Downloads
23
Comments
0
Likes
2
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. B2BS personal value? HOW IMPORTANT IS No. 1 FACT IT’S A PRETTY BIG DEAL PERCEIVED “UNIQUE BENEFITS” DON’T MATTER 80% of B2B customers see no real difference between B2B suppliers enough to pay for it. Are you engaging with your consumer at a personal level? Business value is still important, but it’s not a major differentiator. The B2B buying process is deeply personal. Personality is appealing. Personality is sexy. Bring a little personality to your B2B. 80 % For the full picture, get the paper —B2B: Bringing Sexy Back—at OneUpWeb.com/sexy No. 2 B2B CUSTOMERS ARE MORE FACT PERSONALLY INVESTED THAN B2C CONSUMERS B2C CUSTOMER B2B CUSTOMER » Status/Affluence » Loses Credibility » Out-of-Pocket Dollars » Loses Career/Job » Bad Product/Service » Employer Loses Experience Credibility » Employer Loses Stakeholders No. 3 No. 4 FACT FACT PERSONAL VALUE 2X > BUSINESS VALUE B2B MARKETING ≠ CUSTOMER EXPECTATIONS Marketing efforts don’t align with what customers find important. 40 30 B2BS TALK TOO MUCH ABOUT: 20 1 10 21% 0 42 % » Functional Benefits » Professional Benefits » Business Outcomes Honest & Open Dialogue 2 Supply Chain Responsibility 3 Specialized Expertise 4 Storied History » Social Benefits » Emotional Benefits » Self-image Benefits IMPACT OF PERCEIVED BRAND BENEFITS ON COMMERCIAL OUTCOME. B2B CUSTOMERS CARE THAT YOU: 1 2 SOURCES http://www.executiveboard.com/exbd-resources/content /b2b-emotion/pdf/promotion-emotion-whitepaper- full.pdf http://mckinseyonmarketingandsales.com/sites/default/files/pdf/McKinsey-Business-Branding-Bringing-Strategyto-Life_0.pdf ONEUPWEB.COM Empathize With Their Pain Are Confident That You Can Ease That Pain 3 Tap Into Multiple Stakeholder Needs and Goals 1.877.568.7477 INFO@ONEUPWEB.COM © 2014 Oneupweb, All Rights Reserved.

×