Small business owners can be difficult to market to. They have to constantly stay moving or risk getting swept away by the tide of competitors. When a potential business partner wants to reach out to the small business, it can take a lot of work just to get the other business owner’s attention.
Here are five things that a B2B company can do in order to reach and market successfully.
Get into social media
Social networks like Facebook, LinkedIn and Twitter are excellent resources for businesses to reach out to potential B2B customers. Many small business owners actually take it upon themselves to run the social media accounts for the company.
That makes it a great place to market to small businesses. By reaching out to them on a channel where they are already eager to engage means a better chance of getting some response to offers.
Know where they come from
Not every business owner is striving to become the next franchise mogul. Many just want to have their business be successful, even if it’s on a small scale.
A business trying to market to another business needs to do the research on the company before diving in to pitch their products. Find out the roots of the company. When did they open? What are there best-selling products? How long have they been in business?
These things go a long way in building the trust that is needed for successful B2B marketing relationships.
Team up with other businesses
Small business owners appreciate a business that takes part in that community. A B2B business owner should reach out to other small companies that can meet many of their needs.
For instance, instead of buying business cards online, find a small independent shop to do the job. Great relationship building.
Another good idea is to join up with the local chamber of commerce and take part in events like meet-and-greets to get to know other small business owners.
Build a portfolio
There is great value in building a portfolio for any business. For most business owners, that portfolio is full of client testimonials and stories instead of photographs.
Entrepreneurs need to put together all of the stories and positive reviews that have come from clients over the years. They can be posted to the company website, framed individually on the walls in the office, even a simple binder can speak volumes
Create lasting relationships
A great B2B business owner keeps in contact with clients. This is key to building a strong relationship. That can lead to a lot of benefits for each party, earning trust and spreading the word of the business to other potential clients.
Looking for specifics for your business?
Wondering how you can capitalize on these tactics? FocalPoint Coaching teams up with the Ventura Chamber of Commerce to bring you the Success Series. First up in the series on May 18 is What’s Your Story? Effective Branding & Marketing.