Tell Your Story
But, the reality is that marketing plays a primary role in ALL purchases.
Today’s buyers conduct almost all of their sales cycle independently online.
In fact, independent research suggests that 90% of the decision making process is complete before a B2B stakeholder even engages a salesperson.1Forrester: Buyer Behavior Helps B2B Marketers Guide The Buyers’ Journey
Since so much of the sales cycle is self-driven by your buyer it is absolutely critical that you tell your story clearly and consistently.
Choose your channels wisely to find your target audience. And when you score a face to face meeting, make sure the story you tell in that meeting is the same one you told online.
Top 6 things your story-telling should do:
- Convey your personality
- Demonstrate empathy
- Achieve consistency and inspire trust
- Distinguish you from your competition
- Build a relationship with your target buyer(s)
- Help you emerge as a leader and ideal product or partner.