Marketing to contractors is different than general marketing. Instead of pitching products, talk about solving problems. Contractors are busy and looking for solutions on how they can do their jobs better and make more money.
Our new tip sheet gives you 11 ways to help you get in front of contractors, promote your value proposition and become a trusted authority in the contractor’s mind.
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This is a guest post from Russ Hill, Founder of Ultimate Lead Systems.
CRM programs come with big promise. The value proposition reminds me of the film the “Wizard of Oz.” Dorothy sets out with her allies to meet “the Great and Powerful” Wizard, who will surely deliver fulfillment of their greatest wishes. They approach the Wizard with fear and trepidation. When they finally see him behind the curtain, they discover their wizard furiously spinning wheels and pulling switches to bring the Great and Powerful wizard image to life. It is a good metaphor for what companies encounter when implementing CRM and sales lead management programs. Like the Wizard, the promise is great, but have no illusions. Understanding what is required behind the curtain is critical to CRM success.
By John Sonnhalter, Rainmaker Journeyman, Sonnhalter
If you’re a manufacturer and you don’t have a blog, you should. Why? Because 4 out of 5 B-to-B marketers use blogs. B-to-B blogs aren’t new, but manufacturers are finding out that they are a good way of setting themselves apart from the competition, and according to the Content Marketing Institute, over 50% of marketers expect blogs to be critical in 2017.
Even though marketers expect blogs to be critical in the coming year, most B-to-B bloggers have some challenges … here are 3 of them: (more…)
By John Sonnhalter, Rainmaker Journeyman, Sonnhalter
Sales and marketing need to work closer together make the selling process better. Marketing departments that create great content but don’t share it with the sales force are missing opportunities. Yes, it’s important to get it out on the blog and other social media avenues but your sales force doesn’t always have access to or are aware of what’s up there.
Sales is looking for support in the selling cycle no matter how simple or complicated the sales funnel is. This chart from emarketer.com illustrates that point.
Well-produced and -managed marketing content sets up awareness, creates demand and enables sales. Here are some key takeaways on how marketing departments can use content for sales support: (more…)
By John Sonnhalter, Rainmaker Journeyman, Sonnhalter
Social media has been around long enough that by now you should have an idea of whether or not it’s working for you. Is it? Do you really know? Do you really care?
I guess the first question we should ask ourselves is why are we doing it? Hopefully it’s not because everyone else is. The next question would be which of the many social media options out there are you focusing on?
Let’s explore the first question – Why are you doing it?
If you’re really sold on it, you’d have a written plan and a dedicated person responsible for its implementation and success.