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Getting to know your customers – inside out

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Presentation on theme: "Getting to know your customers – inside out"— Presentation transcript:

1 Getting to know your customers – inside out
Katie Hart FCIM

2 Definition The science of mind and behaviour

3 The old way…

4 The current way…

5 Greatest B2B potential

6 Authority

7 Authority

8 Authority

9 Applications Position yourself and organisation as an authority
Demonstrate expertise, credibility and thought leadership LinkedIn, Twitter, vlogs, articles, awards, conferences Learn to dress yourself!

10 Reciprocity

11 Applications Provide something of value, get something back – likes, follows, contact details etc Especially relevant in B2B as can involve longer sales processes and internal ‘re-marketing’ Relationship building

12 Gender

13 Gender Physiological differences impact on our behaviours and decision making processes Many marketing practices are naturally skewed to male brains. Increase in female influence in B2B buying - worldwide

14 Conclusions


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