Guest post by Eleanor Hecks.
Marketing business to business (B2B) products and services differs from business to consumer (B2C) practices in at least a half-dozen ways. Business purchasing decision makers are primarily concerned about what you can do to help their company operate more efficiently or grow faster. One obvious way to showcase that is through case studies of your clients and their successes.
Case studies can be anything from a before and after study to detailed statistics on how you helped another brand with a major problem. Look for common pain points many of your clients share.
Demonstrating your understanding of your prospects’ business challenges will get their attention. Proving you know how to deliver by showing how you did so for other brands can persuade them to take action.