Post by account_disabled on Feb 19, 2024 2:31:10 GMT -5
The next process is comparative consideration. At this stage, a relative consideration is made as to which services can be used most efficiently to solve the company's problems . Specifically, the idea is to compare several companies based on information such as service reputation, ease of use, and installation costs.This comparative review process also serves as a preliminary round to gain approval from decision makers. Therefore, it is important to prepare information that can serve as a weapon and can be used as a candidate to bring to the decision maker's approval.
Specifically, we create content such as a ``comparison chart that phone number list shows the differences (=competitive advantage) between our services and those of other companies'' and ``success stories.'' We also recommend distributing it as a white paper for easy printing , or explaining it in detail in an email newsletter or webinar.[Example of BtoB marketing measures that should be implemented in this process]Prepare content and white papers that show the difference from other companies and success storiesUnderstand customers' comparison standards and appeal to your "competitive advantage" to elicit customer satisfaction.Disseminate information through email newsletters and webinarsProcess 4 Obtain approval from decision makers (competition)Once the comparison process is complete, the final decision will be made. (In some cases, this may be done through competitive estimates or competitions.)As mentioned above, in BtoB, new systems and services cannot be introduced without approval from decision makers. In order for a company to make a decision to introduce a technology, it is essential to prove the "return on investment" that shows the contribution to sales and profits.
Therefore, in addition to information such as competitive advantage identified in the previous process, information useful for budget approval is required.Preparation before approval increases the possibility of inquiries and business negotiations, so we offer near-one-to-one support, such as providing templates for investment recovery simulations and directing clients to free consultations. It is effective to do so.[Example of BtoB marketing measures that should be implemented in this process]Provide content that can be used for approval (model cases for estimates, investment recovery simulations, collection of improvement examples at companies that have introduced it), etc.Support the person in charge with free consultations, interviews, business negotiations, etc. (There are many cases where budget approval cannot be obtained, so bring your superiors to your attention and explain why it is necessary now, not because it is unnecessary.
Specifically, we create content such as a ``comparison chart that phone number list shows the differences (=competitive advantage) between our services and those of other companies'' and ``success stories.'' We also recommend distributing it as a white paper for easy printing , or explaining it in detail in an email newsletter or webinar.[Example of BtoB marketing measures that should be implemented in this process]Prepare content and white papers that show the difference from other companies and success storiesUnderstand customers' comparison standards and appeal to your "competitive advantage" to elicit customer satisfaction.Disseminate information through email newsletters and webinarsProcess 4 Obtain approval from decision makers (competition)Once the comparison process is complete, the final decision will be made. (In some cases, this may be done through competitive estimates or competitions.)As mentioned above, in BtoB, new systems and services cannot be introduced without approval from decision makers. In order for a company to make a decision to introduce a technology, it is essential to prove the "return on investment" that shows the contribution to sales and profits.
Therefore, in addition to information such as competitive advantage identified in the previous process, information useful for budget approval is required.Preparation before approval increases the possibility of inquiries and business negotiations, so we offer near-one-to-one support, such as providing templates for investment recovery simulations and directing clients to free consultations. It is effective to do so.[Example of BtoB marketing measures that should be implemented in this process]Provide content that can be used for approval (model cases for estimates, investment recovery simulations, collection of improvement examples at companies that have introduced it), etc.Support the person in charge with free consultations, interviews, business negotiations, etc. (There are many cases where budget approval cannot be obtained, so bring your superiors to your attention and explain why it is necessary now, not because it is unnecessary.