Presented by Greg Frye with Upright Communications. www.uprightcommunications.com

1. KAED Annual
Conference
Millennials
and the
Changing Face
of
B2B Marketing

2. We help companies utilize
the Internet to
achieve their sales and
marketing objectives

3. Business-to-Business
Economic Development
Business-to-Consumers

4. The Internet

5. The steps in the buyer’s journey
haven’t really changed …..but
now your buyer is in control.

6. • Buyers have access to more information, from
more sources than ever before
• They gather information, ask questions, read
reviews & make comparisons – all on the web,
on their own terms and on their own timetable

7. Buyers are 70% of the way to
buying your product
BEFORE they even contact you.
You have to know your buyers and
anticipate their needs better than ever
before.

8. Your Buyer Has Changed
In 9 years Millennials will make up 75% of the workforce

9. “Millennials don’t know
anything anymore, except
where to find what they need
when they need it.”Source: Venturebeat.com
Google did that to us. Facts are at your fingertips when
you need them. The process of learning something is
too slow, and while you’ve been doing it, the rules of
the game will have changed again.

11. Millennials
• On track to become the most educated
generation in American history
• Nearly 4-in-10 have a tattoo
• Just 21% are married now (half the
share of their parents’ generation
• 2% are military veterans; at a comparable stage of
their life cycle, 6% of Gen Xer men, 13% of Baby
Boomer men and 24% of Silent men
• Their future inheritance ($30B) won’t change their
buying behavior

12. Of Millennials
researching business
purchases in 2014,
70% used video
across the purchase
path, up from 46% in
2012.
86% of Millennials
own smartphones;
In the U.S., 71% of the
general population
own smartphones
Source: Nielsen Source: Google/Millward Brown Digital

13. Millennials (cont’d)
• 42 percent said they are
interested in helping
companies develop future
products and services
• want to feel like your
content was created with
their interest (not their
wallet) in mind;
do not relate to “pushy” or
“interruptive”

14. Millennials (cont’d)
• trust what they feel is authentic;
84% don’t trust traditional
advertising
(that’s why these young
consumers do a lot of their
research via blogs, forums, and
YouTube videos)
• support businesses that are
dedicated to improving their
customers’ lives with
informative content

17. How Can You Help? Answer Their Questions
1. What are their pain points? What problems are they struggling with
that you can solve?
2. What are their most common objections to your products or services?

18. Competitive Advantage

19. Create Content That
Is Helpful And So
Enticing That Your
Buyer Will Trade
Their Contact
Information For It

20. The Offer

23. Blogging Linkedin
Email

25. 83% Increase
in Leads
Ebook Downloads
(Last 30 Days)
418 views
135 leads
47.3% submission rate

26. - Understand your buyer and their
journey
- Create educational content that will
help the buyer during each phase of
their journey
- Trade content for the buyer’s contact
info
- Nurture that relationship into a sale
Always Be Selling Helping

27. 2015 – KAED Website Redesign

28. 2016 – Work Directly with ED’s
Helping You Attract New Business
Helping You Retain Existing Business By
• Ebooks
• Blog Posts
• Case Studies
• Improving Internet Performance
• Increasing Sales Revenues

29. Greg Frye
Upright Communications
greg@uprightcommunications.com
Thanks!