- Conversion Rate Optimization & Marketing Blog | FutureNow - http://www.grokdotcom.com -
Selling B2B Decision Makers
Posted By Bryan Eisenberg On April 15, 2005 @ 12:36 pm In B2B,ROI Marketing | No Comments
You sell business-to-business (B2B). Whether you sell paper clips or a highly complex, high-dollar solution, you must reach out to a decision maker. These elusive decision makers hold your transaction’s fate in their hands. And contrary to popular practice, selling B2B isn’t a mechanical, unemotional, linear, logical process.
To reach out and persuade decision makers, remember: decision makers are people. Treat them that way. Sell them that way.
They have identifiable motives, needs, and preferences. They have hopes, dreams, and goals. Their buying habits as consumers compared with their buying preferences as business decision makers may not be as different as you think.
Here are a few practical tips for making your B2B online communication efforts less stiff, more human, and a lot more persuasive.
Article printed from Conversion Rate Optimization & Marketing Blog | FutureNow: http://www.grokdotcom.com
URL to article: http://www.grokdotcom.com/2005/04/15/selling-b2b-decision-makers/
URLs in this post:
 Continue reading my column at ClickZ… : http://www.clickz.com/showPage.html?page=3497501
Copyright © 2009 FutureNow's GrokDotCom / Marketing Optimization Blog. All rights reserved.