B2B Local Marketing TipsB2B Local Marketing Tips

B2B MarketingB2B Marketing

Ok, so today I thought it would benefit us all if I answered a question around increasing revenue with local business to business marketing.

The reason we're talking about B-to-B marketing today is because at our local small business marketing blog www.GuaranteedProfit.com, Tammy Devine asked a really great question:

“How do I find more customers that can afford my video services?”

B2B MarketingB2B Marketing

• That's a great question Tammy. Your very first step in finding new customers, whether it be B-to-B Marketing or B-to-C Marketing, as long as you are wanting more profit in your business is to really first "Know Thy Customer."

It's going to help you create a powerful USP within all of your marketing materials that's going to sift through those that can't afford your material and speak directly to, and motivate the prospect that can.

B2B MarketingB2B Marketing

Knowing your customer really well is also going to help you choose your b2b marketing method to find those customers to present those marketing communications too; whether that be at events, or direct mail, or online, or offline, it doesn't really matter, it's depending upon who your ideal customer is.

Now a quick, simple way to shortcut this process that we have used many times on this small business marketing blog is to go ahead and interview past customers because apparently they've been able to afford your products or services thus far.

B2B MarketingB2B Marketing

I'm going to read a little bit deeper into your question because you said, "How do I find businesses that can afford my products and services?" Can *afford*.

Maybe your presenting your services to potential customers or clients, and that's the feedback that you're getting; that they can't afford it, or that's the objection that's coming up when you follow up to get business.

Now another way for you to bypass that is start from the very beginning with your marketing communications positioning price, positioning the elite nature of your business, positioning a premium service.

B2B MarketingB2B Marketing

The second thing you want to do, within that conversation, is you want to answer all the objections someone could have around price for your specific products or services by "beefing up" the value of what you do, by making sure that you're solving all of their potential problems or you're addressing all of their potential concerns when trying to get those prospect to buy from you.

B2B MarketingB2B Marketing

Then the last thing you do is you can soften the price. One way to soften price is to take a $5000 service and break that into 5 easy payments of X, Y, Z, whatever the case may be.

Also, if you tack a guarantee onto your services, you're going to find that softens price as well, because people feel a little bit safer with investing that kind of money with you.

B2B MarketingB2B Marketing

I hope you found this helpful. Tammy, I hope you found this helpful; and everyone else who is in the B2B Marketing world, or the B-to-C Marketing world

and you're wondering right now, "How do I find customers that can afford my products and services?" I hope you found those little tips helpful.

Make sure that you leave your blog comments, questions, if you have something that you can add please leave that as well.

http://www.guaranteedprofit.com/