B2Bs: How Important is Personal Value? | Strategic Digital Marketing Agency

B2Bs: HOW IMPORTANT IS personal value? BoneuPweb No. 1 PERCEIVED "UNIQUE FACT BE RELENTLESS" IT'S A PRETTY BENEFITS" DON'T MATTER BIG DEAL 80% of B2B customers see no real difference between B2B suppliers enough to pay for it. Are you engaging with your consumer at a personal level? Business value is still important, but it's not a major differentiator. The B2B buying process is deeply personal. Personality is appealing. Personality is sexy. Bring a little personality to your B2B. For the full picture, get the paper - B2B: Bringing Sexy Back-at OneUpWeb.com/sexy 80% No. 2 B2B CUSTOMERS ARE MORE PERSONALLY INVESTED THAN B2C CONSUMERS FACT B2C CUSTOMER B2B CUSTOMER » Status/Affluence » Loses Credibility » Out-of-Pocket Dollars » Loses Career/Job » Bad Product/Service » Employer Loses Credibility Experience » Employer Loses Stakeholders No. 4 FNo. 3 PERSONAL VALUE 2X > BUSINESS VALUE FACT FACT B2B MARKETING ± CUSTOMER EXPECTATIONS Marketing efforts don't align with what customers find important. B2BS TALK TOO MUCH ABOUT: Honest & Open Dialogue 42% Supply Chain Responsibility 21% Specialized Expertise » Professional Benefits Storied History » Functional Benefits » Business Outcomes » Social Benefits » Emotional Benefits » Self-image Benefits IMPACT OF PERCEIVED BRAND BENEFITS B2B CUSTOMERS CARE THAT YOU: ON COMMERCIAL OUTCOME. Empathize With Their Pain Are Confident That You Can Ease SOURCES That Pain http://www.executiveboard.com/exbd-resources/content /b2b-emotion/pdf/promotion-emotion-whitepaper- full.pdf Tap Into Multiple Stakeholder http://mckinseyonmarketingandsales.com/sites/default/- files/pdf/McKinsey-Business-Branding-Bringing-Strategy- to-Life_0.pdf Needs and Goals oneuPweb A ONEUPWEB.COM 1.877.568.7477 [email protected] BE RELENTLESS" © 2014 Oneupweb, All Rights Reserved.