2018 World Cup Time Difference For The Usa A Red Cape Among White Ones: B2B With a Twist

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A Red Cape Among White Ones: B2B With a Twist

To succeed, B2B marketers must stop selling products and start selling results.

I stumbled across this idea while doing some research and reading a Forrester report. I was instantly hooked and couldn’t get over how well it applies to the current state of the entire B2B market. The fact is that we are still stuck somewhere in the past and we think that customers living in this highly competitive market will appreciate yet another product that looks different but is actually the same. The problem is that we haven’t learned yet that trying to manipulate customers will one day come back to haunt us in the worst possible way, financially. You don’t want chargebacks, do you? Well, if not, then it’s time to scratch everything you knew and start over.

This is where the idea starts to make sense.

You may have thought: Okay, so if we don’t sell products, what are we going to deliver? And why turn your back on the market? There are software developers who are making dizzying profits with the traditional strategy. Why fix something that isn’t even broken? Well, let’s take things one at a time, shall we?

Just keep selling

Firstly, you will obviously continue to sell products, but the question here is how and not necessarily what. For example, instead of saying that you sell flawless, user-friendly photo editing software like the rest of the market, you can say that you sell slices of life. Go for the experience rather than the actual product. The result, remember?

The point is to remember that when you say your product is flawless, professional, high quality, and other overused phrases, you’re actually sending the message that you know these are problems that this type of software generally runs into. But you fixed them all, and customers should take your word for it and check later, preferably after they’ve paid. When you sell an experience, you sell a feeling, a moment, something that cannot be measured, compared or evaluated. Why? Because experiences are personal. Use a general sales approach to sell specifically.

They own their market

Furthermore, you do not turn your back on the market. You just dominate it. Did you notice the checkerboard? Only those pieces that have meaning in the game carry a different design.

You want to be a king or a queen, even a bishop or a knight, anything is better than being one of eight identical pawns. Turn your market into your own chessboard and take control. Be different and you’ll at least get their attention. It’s a great way to start.

Profit, product of originality

Last but not least, there is the question of profit. This, in my opinion, is a gross misconception and a phrase that should not be uttered. True success comes to those who are bold, not to those who hide behind tradition. It’s like watching a cookbook written in the Middle Ages. You lack raw materials, the taste has changed, completely different expectations. These recipes could be responsible for some delicious dishes, but not a single person of this century knows it because they want something new, something fresh. You give old traditions to millennials. Roll the dice and go back three spaces. Check the market. They are all the same. It’s like a tech uniform that has nothing better to do than apologize for mistakes that haven’t happened yet, but are about to.

Sell ​​yourself differently. Sell ​​the result, not the tool. The result is often translated in the client’s mind as a chain of emotions. Focus on the positives and sell the experience. Have the courage to be different in a world that is the same, left and right.

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