Business 2 Business Marketing

Good B2B requires tact, an intimate knowledge of the industry being targeted, and a precise targeting process that influences the future sale.  Some call this channel management. But really, it is sound marketing practice.

Building a new sales channel or creating a better sales channel are typical of the B2B projects Simple Truths works on. Need more leads for corporate sales? Or need to maximise an existing channel and generate business? The principles remain the same. You need to be relevant, compelling and engaging. See some case studies below for creative that achieved success for clients.

What tools work and why

Integrated model – Simple Truths product suite

RESEARCH MARKET ANALYSIS CONSUMER RESEARCH INSIGHT RESEARCH	MARKETING STRATEGY BRAND POSITIONING STRATEGY COMMUNICATIONS STRATEGY CREATIVE STRATEGY	CREATIVITY ADVERTISING TV, PRINT & RADIO DIRECT MAIL SALES PROMOTIONS POINT OF SALE ON-LINE DESIGN BLOGS	LEAD GENERATION STRATEGIES ONLINE LEAD GENERATION DIRECT MAIL TELEMARKETING WEB BASED CRM AUTOMATED RESPONSE SYSTEMS BLOGS AND SEEDING	MEDIA WE USE MEDIACOM, AUSTRALIAS LARGEST MEDIA CO AND PEARMAN MEDIA, ONE OF THE SMARTEST
INTEGRATION CHANNEL NEUTRAL MEDIA PLANNING, NEW MEDIA, ON-LINE ADVERTISING, WEB BASED BRAND EXPERIENCE

Response rates

We average 1.2% from the above in mass communications, and 8% sales over total reach on more focused Business 2 Business marketing that goes through a specific channel – i.e. insurance brokers, agents, purchasing managers, and so on.  The key is touching the prospect at least 4 times.

Case Studies

nlc Corporate Development – Lolly Jars

 

Amazing what a little sweetner can do. nlc Pty Ltd, one of Australia’s premier novated lease companies, targeted the HR Directors in corporates with more than 200 employees. Simple Truths created the list, cleansed ait, and then profiled it. We mailed the lolly jar as a brand awareness tool, and then the nlc Corporate Sales executives followed up with appointment setting. From the initial 400 contacted, we generated 34 new client relationships. 

 

Fuso

Businesses that need refrigerated trucks, generally need them in December when summer is at its peak, and the refrigerated unit on their current truck, and / or the truck itself, wears out. We built targeted lists of refrigerated truck buyers, and mailed and telemarketed them with a “ready to go” offer – buy a Fuso with a refrigerated body and drive away. This negated the normal 3 month wait to have the refrigerated body built, and constituted a compelling offer. Of the total database of 1,400, we sold 40 trucks.

 

Contact Simple Truths on 61 2 9977 0117 or email john@simpletruths.com.au