Comments on: A B2B marketing message angle that could close sales. http://b2bmarketingsmarts.com/?p=426 B2B marketing best practices -- online and off. Tue, 07 Sep 2010 15:25:11 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: uberVU - social comments http://b2bmarketingsmarts.com/?p=426&cpage=1#comment-290 uberVU - social comments Thu, 22 Oct 2009 21:03:45 +0000 http://b2bmarketingsmarts.com/?p=426#comment-290 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by ProteusB2B: Quantifying prospect's cost of NOT making a decision is powerful story that could close a sale. http://ow.ly/rPGz #b2b... Social comments and analytics for this post…

This post was mentioned on Twitter by ProteusB2B: Quantifying prospect’s cost of NOT making a decision is powerful story that could close a sale. http://ow.ly/rPGz #b2b…

]]> By: Tweets that mention A B2B marketing message angle that could close sales. | B2BMarketingSmarts -- Topsy.com http://b2bmarketingsmarts.com/?p=426&cpage=1#comment-289 Tweets that mention A B2B marketing message angle that could close sales. | B2BMarketingSmarts -- Topsy.com Thu, 22 Oct 2009 19:48:46 +0000 http://b2bmarketingsmarts.com/?p=426#comment-289 [...] This post was mentioned on Twitter by Susan Shaffer, Coreen Tossona. Coreen Tossona said: B2B marketing: Show them the cost of doing nothing. (Simple & smart) http://bit.ly/1bzpEx via @AddToAny [...] [...] This post was mentioned on Twitter by Susan Shaffer, Coreen Tossona. Coreen Tossona said: B2B marketing: Show them the cost of doing nothing. (Simple & smart) http://bit.ly/1bzpEx via @AddToAny [...]

]]> By: Sally Giedrys http://b2bmarketingsmarts.com/?p=426&cpage=1#comment-288 Sally Giedrys Thu, 22 Oct 2009 17:41:24 +0000 http://b2bmarketingsmarts.com/?p=426#comment-288 Susan, Thanks for bringing up this important point (and so eloquently, too). In writing B2B copy for professional services, I've found that understanding and speaking to the costs of doing nothing can be one of the most effective ways to build trust and engage people, especially if you're interested in building a position as a partner/resource. It's a point that my clients' clients often bring up in interviews, too. Almost always, that cost is related to motivators #1-10. It's just being framed differently. Susan,

Thanks for bringing up this important point (and so eloquently, too).

In writing B2B copy for professional services, I’ve found that understanding and speaking to the costs of doing nothing can be one of the most effective ways to build trust and engage people, especially if you’re interested in building a position as a partner/resource.

It’s a point that my clients’ clients often bring up in interviews, too. Almost always, that cost is related to motivators #1-10. It’s just being framed differently.

]]> By: Monica Canales http://b2bmarketingsmarts.com/?p=426&cpage=1#comment-287 Monica Canales Thu, 22 Oct 2009 16:30:19 +0000 http://b2bmarketingsmarts.com/?p=426#comment-287 How perfectly this matches The Prosci Institute's approach to Change Management where the first step in their ADKAR model stands for Awareness! The awareness they speak of goes beyond knowing there's a need for change (i.e. client should buy your service) but instead Prosci says that awareness is achieved only when the person or company truly understands the consequences and risks of not changing. I find the concept of Change Managementa great source of ideas for us marketers. I therefore encourage you to visit www.prosci.com How perfectly this matches The Prosci Institute’s approach to Change Management where the first step in their ADKAR model stands for Awareness! The awareness they speak of goes beyond knowing there’s a need for change (i.e. client should buy your service) but instead Prosci says that awareness is achieved only when the person or company truly understands the consequences and risks of not changing. I find the concept of Change Managementa great source of ideas for us marketers. I therefore encourage you to visit http://www.prosci.com

]]> By: Scott McElman http://b2bmarketingsmarts.com/?p=426&cpage=1#comment-285 Scott McElman Thu, 22 Oct 2009 15:52:57 +0000 http://b2bmarketingsmarts.com/?p=426#comment-285 Susan, the beauty of your above post is its simplicity. I can attest that the “cost of doing nothing” approach definitely works. Thanks for pointing that out to the cloud. Great insight as always… Susan, the beauty of your above post is its simplicity. I can attest that the “cost of doing nothing” approach definitely works. Thanks for pointing that out to the cloud. Great insight as always…

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