Posts Tagged ‘B2B’

Taking a Long View of B2B Customer Relationship Management

Tuesday, September 5th, 2017

Customer relations is a crucial aspect of any business strategy. And for good reason. Amy Gallo of Harvard Business Review writes, “Depending on which study you believe, and what industry you’re in, acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one.” The importance of customer relations is especially true in the B2B context. Typically, B2B companies are working with a smaller pool of customers than B2C companies, and each customer, therefore, makes up a larger share of revenue.

McDonald’s doesn’t want to lose customers, but it’s a lot less painful for McDonald’s to lose a customer than for Boeing to lose one. Similarly, many businesses serve both consumers and businesses. Consider a rental car or hotel company. They obviously have many individual consumer customers, but they also serve large organizations, such as corporations with staff who travel regularly.

So how do you maintain those crucial strong relationships with B2B customers? Here are some tips. (more…)

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Why You May Want to Avoid the Visual When Communicating With a B2B Audience

Tuesday, November 18th, 2014

Like virtually every industry, marketing has been transformed dramatically by advances in technology, particularly the increasing ease with which high quality digital media can be produced and distributed relatively cheaply online. Professional audio and video can be incorporated into a website or distributed through email marketing with ease, and this has led to an increase in the use of such media when marketing for a variety of products and services.

Marketers have taken advantage of new technology and digital content techniques by increasing their use of such material to promote their products and services. According to a dual survey of content marketers and the B2B audiences they serve, (more…)

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Are you practicing effective B2E marketing?

Tuesday, January 28th, 2014

I  heard a term recently that I had never heard before, but that I wish had come up with: B2E marketing: for “Business to Employee.” Most are familiar with both B2C (business to consumer) and B2B (business to business) marketing and, of course, the concept is the same. This new acronym, though, really hits on a very, very important audience that many businesses overlook.  But, while I’ve spoken, written and consulted widely on the important role that employees can play as brand ambassadors, I didn’t coin the term. Darn! That said,  (more…)

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B2B Advertising Requires Different Approach

Wednesday, December 16th, 2009

The business market is different. While some consumers are also small business owners, it can be challenging to ferret out those segments. In addition, small businesses do not represent a homogeneous group that has the same needs, interests, avocations and “hot buttons.” (more…)

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