This document discusses the differences between push and pull marketing for B2B companies. Push marketing involves constant, unwanted promotions that are intrusive to customers. Pull marketing is a better alternative that draws customers by discovering where they congregate online and providing valuable content to help solve their problems. The document recommends transitioning from a seller focus to a helper focus by producing useful content and becoming a trusted resource in your industry.

1. B2B Marketing Options
The Shifting
Battleground of
Push vs. Pull
Marketing

2. Push Marketing
• Constant intrusiveness of unwanted
promotions.
• Pushy and unwanted marketing pitches from
TV, radio, Internet ads and other media.
• Persistent marketers find new ways to impose
their messages, regardless of our needs or
receptivity.
Bottom line: Push marketing can be too “pushy.”

3. Examples of push marketing
techniques we don’t like:
 Personal visits from salespeople to your
home or office.
 Daily newspaper with ads wrapped around
the editorial content.
 Intrusive online banner ads.
 An abundance of unsolicited telephone calls
—even though you are on the “do not call”
list.

4. Why PUSH Marketing is Ineffective
Push marketing is intrusive and
often ineffective because a majority
of your audience have no interest
in what you are promoting.

5. PULL Marketing is a better alternative
 With pull marketing, you actively draw clients
or customers to seek out your product or
services.
 Pull marketing is done through:
– Discovering where your prospects congregate.
– Making your information available to them in
educational and entertaining ways.
– Giving them incentives to come to you.

6. Making the switch from Push to Pull
 Transitioning to pull marketing is powerful.
• Don’t ask: How many people can I sell to today? Ask: How
can I help people solve their problems?
• Switch from seller to helper whose expertise (and wise
placement of messages) sells itself.
• Produce valuable content (through social media and
websites) that solves problems within your realm of
expertise.
• Become a trusted resource and thought leader.

7. Remember This
Bottom line:
Find the best ways to help people buy
in the way they want to buy,
instead of the way you want to sell to them.

8. About Fusion Marketing Partners
We Do This:
 Brand building/messaging
 Website optimization
 Content creation
 Lead Generation
You Get This:
 Much greater levels of awareness
 Higher quantities of qualified leads
 Ability to generate faster revenue
Christopher Ryan, CEO
info@fusionmarketingpartners.com
Lots more information at:
719-357-6280 http://FusionMarketingPartners.com/
http://Greatb2BMarketing.com (blog)