The topic of the relevance of the use of internet marketing for business to business sales is one that often gets posed by those marketing decision makers who get presented with options for spending money on things such as :-

  • Search engine marketing
  • Social media marketing
  • Content generation
  • Podcasting
  • Video marketing

… and other internet marketing tools and techniques that (of course) should only be deployed as part of a defined strategic internet marketing plan that fits into the organization’s business strategy.

So, to the question of whether or not a SME, multi million or even billion dollar company can make use of the internet to sell items that other businesses need to function.

To deal with this question adequately in this post, let’s remind ourselves of some of the characteristics of business to business sales which consist of :-

  • Typically long sales cycles
  • Ateamof decision makers
  • Long term contracts

… there are of course other points to consider but those above will suffice for our discussion in hand.

First if we consider the sales cycle we need to bear in mind that the search for information on specification, functionality and other parameters in many instances take place online first, this is of course in addition to the traditional methods of browsing catalogues for the information needed to ultimately make a purchase decision. With the growth of the use of mobile devices and more people turning to the internet to consume the information they are looking for, the opportunity exists for businesses all over the world to be the ones providing the information (also outside of their main company website domain) in order to lead clients through stages of the sales cycle.

So we have touched on the sales cycle which could last for weeks, months or even years. The point is that our company can be the source producing the content that ourtargetend users require, this can be in the audio, video. text, multimedia, webinars and other forms that the internet allows us to produce content in. If the client needs ball bearing specification information, we can make it as easy as possible for them to find that information with us as the source.

As for the decision makers, the structure of the information that we produce should be crafted in a manner that will call for relevant viewing and input from various stake holders within the organisation (of course we will understand ourtargetmarket well enough to know who these decision makers are !!). As we engage with the decision makers this falls into the length of the sales cycle and the more engaged the prospective clients are, the more they will value our expertise and authority which at the time of the purchase will make the price become less relevant (in terms of them using a high price as a reason not to purchase).

In essence for business to business marketing, the smart thing to do is not to aim for on the spot purchases, whilst this could result in desired outcomes, the thing to aim for is that of quality lead generation. Using the Internet Channel Marketing framework, your company will decide which of the internet marketing tools is the most appropriate for engaging with yourtargetmarket for building relationships and taking them through the process of the sales cycle, binding them into our organisation as the go to source for quality education related to the products and services – that can be purchased elsewhere.

In conclusion, when the choice is to be made, the relationship that has been developed by using the internet marketing tools will result in us being as one of the main choices when it comes to making that all important purchase decision.

Is the internet appropriate for Business To Business Marketing ?  absolutely so, if you are not actively using the internet for market to and engage with other businesses. Take a look at how you can integrate the internet with your existing business strategies today.

Any thoughts or comments ??

Feel free to get in touch – just hit the contact button above.

To you business internet marketing success.

Stephen C Campbell

Corporate internet marketing strategy in line with social media marketing strategies seem to be at the centre of most of the questions I get asked when business leaders are enquiring about my Internet Channel Marketing strategy consulting and seminar delivery that I am currently involved in more and more.

The point is that many executives have been told that they must get involved with Social Media Marketing, that they must immediately get training in this area or else they will get left behind.

This is where I start to explain about the concept of …

Internet Channel Marketing

… or, how to effectively incorporate the marketing tools that the internet give us into existing and new business strategies. Internet Channel Marketing is centred around the fact that the internet is but another channel to marketing. I say ‘yet another with the thought in mind that it is a very powerful channel.

We all know that marketing channels are there to enable us to :-

  • Effectively promote our products our services to current and potential end user clients
  • Effectively deliver our products and services to those who choose to purchase from us

… so coming back to Internet Channel Marketing : we like to highlight the fact that there are many tools within the complete internet marketing tools box to enable us to accomplish our channel marketing objectives.

Internet Channel Marketing gives us access to :-

  • Blogging
  • Podcasting
  • Social Media
  • Micro Blogging
  • Article Marketing
  • Forums
  • Directories
  • Joint Venture Marketing
  • Search Engine Marketing
  • Affiliate Marketing

…. and the list could go on and on. Effectively using the internet for marketing means that we will use the combination of the above that adequately suits our business in terms of the ..

  • Marketing category of our products and services
  • Market Segment of our target end user clients

… this may mean that we use mainly Blogging, Podcasting or Article Marketing or it may be the case that Social Media Marketing as a key part of our Channel Marketing Strategy.

That is the essence of Internet Channel Marketing where we instruct clients on the marketing tools available to them from the internet and how to effectively use these tools to effect the execution of their business strategies.

This is why I believe it is not the best advice to push companies and executives headlong into throwing money at Social Media when it may be that their target market may be better suites to blogging internet strategies.

As I work with more and more clients on a global basis and apply my consulting skills in different industries, feel free to get in touch if you think I could be of assistance to your in your business endeavours – no matter where you may be in the world, remember the world is flat !! we would be working together face to face in a matter of days.

Hope you found this useful, any questions or comments – feel free to let me know.

To your business success,

-Stephen C Campbell [Shanghai, China]

To succed in any business as well as any endeavor in life one needs to make use of appropriate tools, internet marketing is no different. Here are a couple of tools which you can use to enhance your home business or internet marketing ventures :-

E-books : Electronic books or digital books must be integrated to your site for people to download. At what is normally affordable prices, you will have people clamoring for more of that product and navigating your site in the process. Using an ebook tools is affordable and can make your business grow.

SEO (search engine optimisation) tools : No Internet marketing strategy can be complete complete without the use of standard SEO tools. Search engines remain as the ruling powerhouse in marketing so never leave this part out. Generate traffic through these effective low cost internet marketing tools.

Before I go, here is a quick reminder for you – when you see low cost yet important internet marketing software tools being advertised everywhere, be sure not to get tricked into purchasing what is not appropriate for your business. Be sure to study and analyze the package deals; analyze the substance and benefits before deciding if you need them.

For quality information on internet marketing software tools visit http://www.internetmarketingsoftwaretools.com/

Stephen C Campbell

There are various Internet Marketing Software Tools available which will help you to promote and profit from your online Internet Marketing business ventures.  Let’s take a quick look at some of these tools :-

Website packages : these can be very inexpensive  range to very expensive internet marketing tools that perform the following :-

  • designing and hosting your site
  • managing your domain
  • giving technical help
  • modify and upload your files
  • doing promotion for your traffic

 … these are given in website packages that are standard most of the time. Select a package that provides the functions needed for your website.

Mailing lists : Remember that when you visit the Bulk Mail folder of your email, the majority of what you find will be  website promotions. That’s email marketing and it optimizes your business like no other. Do not worry with regards to spamming. There is such a thing as “safe lists” that will free your mail from spam. This is so easy to acquire. Just look for mailing lists for sale and begin emailing your self with fun.

Data Submitters : This is an Internet marketing tool that saves your money like magic. Having a data submitter allows you to send your data in volume and create a tremendous huge hits.

These are real life examples of tools which I along with other internet marketers use today to promote their offline and online businesses. To learn more about quality internet marketing sotfware tools visit :- http://www.internetmarketingsoftwaretools.com/

Stephen C Campbell

There are several important Internet marketing software tools which you need to get familiar with to make your online business grow. Some of these like e-commerce marketing, project management software, shareware software and others, are needed to succeed in Internet marketing which is another channel through which you can market and promote your product or service.

Within today’s online business trends, especially pertaining to promotion and advertising your services and or product, we must be finding way to avail a software tools that are at lowest price possible. Of, course, most of us want software tools that are inexpensive.

But the question is, how can you avail them? Can you make most out of these low cost software tools? These cheaper internet marketing tools aim to augment the performance of your website and promote them 24 hours a day 365 days a year.  

Software : There is software especially designed for internet marketing. These programs are affordable and effective internet marketing tools. They magnet traffic, connecting your site to anyone online, harness and optimize your keywords, monitor your site visitors and develop links to other sites. Of course, the phrase “low cost” stresses that you must not spend exorbitantly. You also have to be vigilant on some tools that are slicing a portion to your budget yet do nothing important to your website.

To learn more about how you can take your business to the next level with the use of appopriate sotfware tools visit :-

http://www.internetmarketingsoftwaretools.com/

Stephen C Campbell