1. Volume 1: Issue 6
Don't Sell Influencers, Influence Them!
Consumers are influenced by everything
around them. B2B companies can benefit
from this fact by working with consumer-
marketing companies who will, in turn,
influence the very same market. With these
following five tactics, B2B companies can
learn more about how to influence the
influencers:
1.) Do not sell to influencers
While influencers in the consumer market
tend to be celebrities, journalists or website
operators, influencers in the B2B market are
individuals, such as consultants or company
experts. The one trait that both of these
types of influencers have in common is that
they do not appreciate being sold to. Instead
of treating them like customers and sending
them your marketing materials, be sure to
listen to their needs and ask them for the
best ways your company can help them.
2.) Offer access and networking
When reaching out to influencers, it is an
excellent practice to offer them networking
opportunities including access to key leaders
in your company. You can also set up calls
between your influencers and the mid- or
executive-level members of your company so
that the influencers can build their expertise
about your company and receive special
treatment.
3.) Interact with influencers individually
Reaching out and interacting with each
influencer on a personal level is key. Sending
out mass or direct e-mails seems like too
much of a marketing strategy and may make
your clients feel like you are trying to sell to
them.
4.) Influencers can be flattered
Many influencers will respond to flattery, so if
you take the time to get to know who you are
calling (their title and role in the company)
and information about their company, there is
a greater opportunity that they will be
impressed that they sparked your interest.
5.) Prepare for reluctance
Not all influencers wish to be in the public's If you feel that one of your friends or colleagues could
eye due to skepticism, personal preference or benefit from a conversation with us, please use the
company policy. If this is the case, ensure "Forward to a friend" link below and in the links panel.
the influencer that your company can be We'll be sure to let them know they have you to thank!
reached at any time and leave contact
information of someone higher up in the iMarketing (arshia@marketingmentors.com)
company. Providing the influencer with 1 Pier Pointe St, Yonkers NY 10501
contact information that is a higher level than
public granted information will show that you
value the influencer's privacy.
About Us:
MMI Solutions helps printing companies increase sales and improve marketing ROI by automating the selling process in
a way that reflects today's new buying trends.
Our team's diverse background in printing, IT and integrated marketing uniquely qualifies us to create a system that
would typically be too expensive and complex for most printers to develop on their own.
We provide a "lights out" system that automatically and affordably:
• builds awareness and credibility with buyers and influencers
• helps salespeople maximize their time and effectiveness by providing critical intelligence and prospect DNA
to determine when a prospect is ready to buy
• empowers salespeople to close deals faster and more efficiently, using our Sales Campaign Portalâ!”
a unique web-based interface that adds value at each critical stage of the sales cycle.