How do YOU do research when at work? Do you ever search the internet? Do you ever ask colleagues or professional peers for recommendations? Chances are that your Internet behavior is very similar at work as it is at home. There’s a reason for that.
The Internet is a tool
You don’t swing a hammer differently at home as you would at work. The Internet is the same. Buying habits change most dramatically based on price and accountability, not location of purchase. Businesses looking for other businesses will generally conduct research, gather facts, and make decisions. Furthermore, people tend to do business with people that they know, like and trust; it’s not a B2C or B2B thing, it’s a human thing. Social Media actually provides B2B companies with more options than ever before. From awareness building, to lead generation to closing more sales, the opportunities that the Internet can provide is limited only by imagination.
- If you have a highly technical product, a YouTube video can dramatically cut customer service costs.
- If you sell a service, a downloadable white paper can not only inform the potential prospect, but can be used as a lead capture tool.
- If you used to Cold Call, simply switching to Linkedin could allow you to find common ground and warm up the process.
Furthermore, data from Hubspot shows that “B2B companies that blog generate 67% more leads per month than those who do not.” Social Media is only for B2C companies if you say so…but even if you say so, it’s just not true.