B2B marketing is undergoing a great deal of change, one aspect of which is a dramatic growth in B2B e-commerce, which Frost & Sullivan projects will reach $6.7 trillion in annual revenues by 2020. If you want a piece of that pie, you’ll need a whole lot of engagement.

Typically, those in the B2B space prefer to do business with someone they already know, with a company they already have a connection to, or with someone they have an “in” with. Approximately 75% of B2B buyers and 84% of senior-level executives turn to social media to support their decision-making, according to IDC research (PDF) sponsored by LinkedIn.

This is why you need to make the most of what psychology-minded marketers call the “familiarity bias,” which says that people are more apt to buy or invest in what they already know.

Here are three ways you can make it work for you.





Comments


Written by nicregi
1995 days ago

I love the idea about reaching out to customers (or potential ones) using social media.

People rant a lot on social media, so why not reaching out to the customers of your competitors? Good one!



Written by ekrastajaipur
1995 days ago

Thank you for this post....

[Moderator's note: removed spam links. ^ML]



Written by VirtualBren
1996 days ago

Such great tips! I'm all for being in the "eyes" of my prospects!



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