Wednesday, December 22, 2010

Building Blocks

Here's a fundamental law:

The majority of B-to-B buyers engage with a supplier only when they're ready to buy.

That's why all the "pushing" in the world won't budge them.

But you need to stay on buyers' radar screens, so when the "moment of truth" arises they seek you out.

So instead of pushing, try pulling.  Use these five building blocks:

     A. Social networks (especially LinkedIn)
     B. Blogs
     C. Public relations
     D. E-newsletters
     E. Paid search
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