The Social Science Of B2B Connections | Matt Astifan

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How To Find Mutually Beneficial Business Partnerships Online

Last year the conversation about social media was “where’s the ROI?” Today, most businesses know there is an ROI they just want to learn how to make it work for their business. I have spent my career as an online marketing consultant working with small businesses and startups. I hold public social media workshops in my home town of Vancouver, BC where I teach business professionals how to use online B2B strategies to make more money.

Admittedly I have never made up a concept or strategy, I just see what works and package it into an easy to follow formula. The first strategy which really kicked off my client base came to me after attending a BNI networking group. The concept of BNI is simple, help others make money do they’ll do the same for you. We’re just now learning how to use social media to execute it... And not waking up at 6am to do so :P

A lot of business professionals go onto Twitter or Facebook to get customers directly. Which is wrong way of going about it. I encourage that instead of trying to get one customer at a time you focus your efforts on building mutually beneficial business partnerships with people I call your "Buyers Connections". A Buyers Connection is a mutually beneficial business relationship. It could be an affiliate, someone who sells your products and services for a profit, or a key Influencer, someone who has already tapped into your target audience.

The key here is that your Buyers Connection has already done the work to find your customers, has a database, and you’re going to help them make more money with it.

How to discover your Buyers Connection:

Who has already done the work to find your customer? Look for people or companies that have similar customers to yours. There are many businesses that have already invested time, energy and money to find your customer.

Examples:

You’re a information marketer, and you connect with software providers for your niche.

You’re a web developer, and you connect with business coaches who have several clients that need new websites.

You’re a Internet marketer, and you connect with designers who has several client request SEO and Social Media strategy.


How to connect with your Buyers Connection:

Think in terms of what are the biggest challenges and frustrations you can solve for your Buyers Connection. Treat Buyers Connections like you would treat customers. Identify with what they need solved, then learn how you could help solve it.

Offer value, advice... and especially marketing advice. Instead of approaching with the "give me" attitude, offer value to them first.

Let’s say that again - offer value to them FIRST.

The magic line I like to hear - "I can help you make more money with your existing network." Show them the money.

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  • The Social Science Of B2B Connections | Matt Astifan

    1. 1. What Is A Buyers Connection?
    2. 2. Connectonomics The Social Science Of B2B ConnectionsMatt AstifanInternet Marketing
    3. 3. Connectonomics The Social Science Of B2B Connections @WebFriendly #WebFriendlyMatt AstifanInternet Marketing
    4. 4. Matt AstifanInternet Marketing
    5. 5. True OR False? @WebFriendly #WebFriendly
    6. 6. True OR False?“It’s a waste of time to target customers ontwitter, users are not buyers” @WebFriendly #WebFriendly
    7. 7. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers” @WebFriendly #WebFriendly
    8. 8. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers” “Social media was made for marketers” @WebFriendly #WebFriendly
    9. 9. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers”True “Social media was made for marketers” @WebFriendly #WebFriendly
    10. 10. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers”True “Social media was made for marketers” “More information was created last year than all information recorded in history” @WebFriendly #WebFriendly
    11. 11. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers”True “Social media was made for marketers”True “More information was created last year than all information recorded in history” @WebFriendly #WebFriendly
    12. 12. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers”True “Social media was made for marketers”True “More information was created last year than all information recorded in history” “We have more competition then ever before!” @WebFriendly #WebFriendly
    13. 13. True OR False?True “It’s a waste of time to target customers on twitter, users are not buyers”True “Social media was made for marketers”True “More information was created last year than all information recorded in history”True “We have more competition then ever before!” @WebFriendly #WebFriendly
    14. 14. @WebFriendly #WebFriendly
    15. 15. The Buyers Connection Method IsPowerful & SimpleStep 1 Discover YOUR Buyers ConnectionStep 2 Connect With YOUR Buyers ConnectionStep 3 Link Your Buyers Connection To Customer @WebFriendly #WebFriendly
    16. 16. @WebFriendly #WebFriendly
    17. 17. Step 1 Discover YOUR Buyers Connection @WebFriendly #WebFriendly
    18. 18. Step 1 Discover YOUR Buyers ConnectionWho has already done the work to find YOUR customer?Look for companies that have customers like yours. There are manybusinesses that have already invested time, energy and money tofind YOUR customer. @WebFriendly #WebFriendly
    19. 19. Step 1 Discover YOUR Buyers ConnectionWho has already done the work to find YOUR customer?Look for companies that have customers like yours. There are manybusinesses that have already invested time, energy and money tofind YOUR customer.What does your customer do before and after your product?Where would you likely find your customer shopping right beforeand right after they do business with you? @WebFriendly #WebFriendly
    20. 20. @WebFriendly #WebFriendly
    21. 21. The Empty Restaurant Scenario @WebFriendly #WebFriendly
    22. 22. The Empty Restaurant Scenario + @WebFriendly #WebFriendly
    23. 23. Vancouver Food Bloggers
    24. 24. Food Blogger
    25. 25. @WebFriendly #WebFriendly
    26. 26. easy? @WebFriendly #WebFriendly
    27. 27. @WebFriendly #WebFriendly
    28. 28. Step 2 Connect With Your Buyers Connection @WebFriendly #WebFriendly
    29. 29. Step 2 Connect With Your Buyers ConnectionWhat are the biggest challenges and frustrations you can solve?Treat Buyers Connections like you would treat Customers. Identifywhat they need solved, then ask yourself how you could help solve it. @WebFriendly #WebFriendly
    30. 30. @WebFriendly #WebFriendly
    31. 31. Offer Value, Advice... andespecially Marketing AdviceInstead of approaching with the "give me" attitude,instead offer value to them FIRST.The Magic Line: @WebFriendly #WebFriendly
    32. 32. Offer Value, Advice... andespecially Marketing AdviceInstead of approaching with the "give me" attitude,instead offer value to them FIRST.The Magic Line:"I think I can help you make more money withyour existing network." @WebFriendly #WebFriendly
    33. 33. @WebFriendly #WebFriendly
    34. 34. Step 3 Link Your Buyers Connections To Customers @WebFriendly #WebFriendly
    35. 35. Step 3 Link Your Buyers Connections To Customers Referrals Joint Ventures Cross-PromotionUp-Sale/Recommendations @WebFriendly #WebFriendly
    36. 36. Step 3 Link Your Buyers Connections To Customers Referrals PR & Promotions Joint Ventures Articles/Blogs Cross-Promotion Speaking EngagementsUp-Sale/Recommendations Video/Written Interviews @WebFriendly #WebFriendly
    37. 37. Step 3 Link Your Buyers Connections To Customers Referrals PR & Promotions Joint Ventures Articles/Blogs Cross-Promotion Speaking EngagementsUp-Sale/Recommendations Video/Written Interviews Business Improvement & Advice Exchange Work Exchange Time Consulting Coaching @WebFriendly #WebFriendly
    38. 38. @WebFriendly #WebFriendly
    39. 39. Final Words Of Advice...Be Ultra Professional & ThinkAbout The Life Time Value @WebFriendly #WebFriendly
    40. 40. Final Words Of Advice...Be Ultra Professional & ThinkAbout The Life Time Value• Keep your word• Always be on time• Always pay on time• Keep Buyers Connections in the loop in you have problems, delays or other issues• Treat Buyers Connections like a PARTNER• Treat Buyers Connections like a CUSTOMER @WebFriendly #WebFriendly
    41. 41. webfriendly.me twitter/webfriendlyfacebook/webfriendly
    42. 42. webfriendly.metwitter/webfriendlyfacebook/webfriendly Connectonomics The Social Science Of B2B Connections @WebFriendly #WebFriendly

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