B2B marketing is just like B2C

I’m coming off the heels of a webinar for the National Alliance of Market Developers. My presentation focused on helping small business answer the question “why choose me?” To answer that question, I focused on “how to” do the following three things...

1. Attract attention
2. Convince people you’re the best choice
3. Motivate people to do something that benefits you

One of the questions at the end of my presentation was – “How do I apply these concepts if I’m selling to other businesses as opposed to consumers?” Here’s my answer – it’s the same thing. In both cases, you have to get the attention of a decision maker, convince them you’re the best choice, and then you have to motivate them to buy your stuff.