A New Way to Net B-to-B Services Sales With Social Trust
Think about that for a minute. As social marketers, what if our job is actually less about messages and email "blasts" and more about guidance and education? In this context the buyer decision-making model comes into clear focus.
Social marketing suddenly makes more sense.
What if you could bring marketing and sales together by helping customers:
- Engage in critical thinking and situational analysis—placing less strategic emphasis on qualifying leads and coming up with killer content marketing messaging?
- Move toward or away from your services—gaining confidence in decisions they're making thanks the trusted, needed advice we provide.
- Determine 'best fit' by publishing powerful ("transparent") and overtly honest truths—helping customers evaluate all options available to them through useful decision-making tools and education.
What if "the doing of" all these things resulted in creative, effective brand messaging, better quality leads and shorter sales cycles? Well they already are for some organizations.
In weeks ahead I'll be profiling companies and diving deeper into the subject of using this B-to-B buyer-side model to make social media sell for you.
What do you think?