WEBVTT 00:00.300 --> 00:00.960 In this video. 00:00.960 --> 00:03.750 Let's talk about a marketing plan for a B2B company. 00:03.750 --> 00:07.560 This can be selling directly to companies that this can be selling to universities. 00:07.560 --> 00:09.990 This can be even trying to sell to military. 00:09.990 --> 00:14.010 But of course, selling to military is very, very difficult and its its own animal. 00:14.010 --> 00:16.470 But this is going to be on general B2B marketing. 00:16.470 --> 00:22.560 And generally because you're selling B2B, you typically have larger average sales, meaning you can 00:22.560 --> 00:29.070 invest more in your marketing, meaning your outreach, the direct outreach can be stronger. 00:29.070 --> 00:32.310 It's not just spam and blast out a lot of people. 00:32.310 --> 00:38.130 It's more relationship building and you can invest more time, you can get on more calls and couple 00:38.130 --> 00:43.620 that with better customer support precisely because there is fewer potential customers who are more 00:43.620 --> 00:44.340 valuable. 00:44.340 --> 00:46.680 So you give them more attention. 00:46.680 --> 00:52.080 It's kind of like the agency marketing, but if the agency is targeting relatively small businesses, 00:52.080 --> 00:57.600 relatively low paying clients, it doesn't pay that much to invest in every client sale. 00:57.600 --> 01:04.890 But in traditional B2B sales, you can get five x ten x 20 x more revenue per client if there are bigger 01:04.890 --> 01:05.370 clients. 01:05.370 --> 01:09.090 So you just invest much more time and effort and care into your sales. 01:09.120 --> 01:16.560 Also, because usually B2B sales are in some industry and some niche, you would want to build awareness 01:16.560 --> 01:19.230 by getting publicity in that niche. 01:19.230 --> 01:25.230 So when you do a cold introduction, when you do the outreach or when your salespeople do the outreach, 01:25.230 --> 01:31.260 the company on the other end their representatives, they're not going to be like, We don't even know 01:31.260 --> 01:31.860 who you are. 01:31.890 --> 01:38.040 If you did a little bit publicity, if you get a little bit known in your niche and industry, then 01:38.040 --> 01:43.500 they'll be like, Oh yeah, of course we've seen your video or we read about you in this magazine or 01:43.500 --> 01:45.150 we've seen your work elsewhere before. 01:45.150 --> 01:45.990 You do great work. 01:45.990 --> 01:51.240 And so of course it's going to be a warm initial conversation instead of you having to explain, Well, 01:51.240 --> 01:52.470 here's what we do. 01:52.560 --> 01:57.960 So if you get publicity, they'll already know about you when you contact them. 01:57.960 --> 02:01.010 And it's going to help your sales process along. 02:01.020 --> 02:07.410 Also, surprisingly, even though people don't think that SEO and traditional platform marketing like 02:07.410 --> 02:14.370 YouTube or Amazon works well, actually, sometimes it's not just all about you reaching out to clients. 02:14.370 --> 02:18.180 Sometimes the clients, they still do some research on their end. 02:18.180 --> 02:19.650 And how do you think they're going to do research? 02:19.650 --> 02:22.590 They're going to search around and sometimes they're going to search Google. 02:22.590 --> 02:26.700 But sometimes, let's say you sell a product to companies, a physical product. 02:26.700 --> 02:30.540 Well, if you put it on Amazon, sometimes the Amazon listing comes up in Google search. 02:30.540 --> 02:33.420 Sometimes they go straight to Amazon if it's for a product. 02:33.420 --> 02:39.090 So it's not uncommon that they actually will find you by researching. 02:39.090 --> 02:44.850 So being on sites like Amazon over ever makes sense for the kind of thing you're selling can help potential 02:44.850 --> 02:50.220 clients find you and actually makes your sales process much cheaper because they found you and they 02:50.220 --> 02:51.900 already want what you're offering. 02:51.900 --> 02:55.620 That's a fantastic and automated way for how to sell. 02:55.620 --> 02:57.450 In fact, that's actually what I do. 02:57.450 --> 02:59.820 I have a B2B product that I offer. 02:59.820 --> 03:06.540 I sell content licensing to companies and I don't go out and make sales because I don't have a sales 03:06.540 --> 03:07.110 staff. 03:07.110 --> 03:14.040 But I made sure that when people do the research, when they search, they find me and it's a good addition 03:14.040 --> 03:18.330 to my main business without taking a lot of extra time. 03:18.420 --> 03:23.160 Also, because you're going to be probably selling in a niche just like you want to get publicity from 03:23.160 --> 03:24.120 other sources. 03:24.120 --> 03:30.690 You can and maybe you should invest or at least consider investing in building up your own influencer 03:30.690 --> 03:33.450 ship or authority building inside your niche. 03:33.450 --> 03:39.390 Because if you are the most authoritative source in your niche, then of course when people need the 03:39.390 --> 03:43.710 kind of product or service you offer, they won't even have to research. 03:43.710 --> 03:45.870 You'll be at the forefront of their mind. 03:45.870 --> 03:50.580 They'll associate you with whatever they need and they might just go to you directly because you've 03:50.580 --> 03:56.310 built up that that's branding for you, that you control because you're building up your own influencer 03:56.310 --> 03:59.820 ship with content creation and so on and so on. 03:59.820 --> 04:03.690 So those are the main strategies for a B2B situation. 04:03.720 --> 04:08.700 Of course, B2B can be very, very different from one to another, but these are general strategies 04:08.700 --> 04:09.930 that tend to work best.