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Volume 1: Issue 6

Don't Sell Influencers, Influence Them!

Consumers are influenced by everythingaround them. B2B companies can benefitfrom this fact by working with consumer-marketing companies who will, in turn,influence the very same market. With thesefollowing five tactics, B2B companies canlearn more about how to influence theinfluencers:

1.) Do not sell to influencers

While influencers in the consumer markettend to be celebrities, journalists or websiteoperators, influencers in the B2B market areindividuals, such as consultants or companyexperts. The one trait that both of thesetypes of influencers have in common is thatthey do not appreciate being sold to. Insteadof treating them like customers and sendingthem your marketing materials, be sure tolisten to their needs and ask them for thebest ways your company can help them.

2.) Offer access and networking

When reaching out to influencers, it is anexcellent practice to offer them networkingopportunities including access to key leadersin your company. You can also set up callsbetween your influencers and the mid- orexecutive-level members of your company sothat the influencers can build their expertiseabout your company and receive specialtreatment.

3.) Interact with influencers individually

Reaching out and interacting with eachinfluencer on a personal level is key. Sendingout mass or direct e-mails seems like toomuch of a marketing strategy and may makeyour clients feel like you are trying to sell tothem.

4.) Influencers can be flattered

Many influencers will respond to flattery, so ifyou take the time to get to know who you arecalling (their title and role in the company)and information about their company, there isa greater opportunity that they will beimpressed that they sparked your interest.

5.) Prepare for reluctance

Not all influencers wish to be in the public'seye due to skepticism, personal preference orcompany policy. If this is the case, ensurethe influencer that your company can bereached at any time and leave contactinformation of someone higher up in thecompany. Providing the influencer withcontact information that is a higher level thanpublic granted information will show that youvalue the influencer's privacy.

If you feel that one of your friends or colleagues couldbenefit from a conversation with us, please use the"Forward to a friend" link below and in the links panel.We'll be sure to let them know they have you to thank!

iMarketing (arshia@marketingmentors.com)1 Pier Pointe St, Yonkers NY 10501

About Us:

MMI Solutions helps printing companies increase sales and improve marketing ROI by automating the selling process ina way that reflects today's new buying trends.

Our team's diverse background in printing, IT and integrated marketing uniquely qualifies us to create a system thatwould typically be too expensive and complex for most printers to develop on their own.

We provide a "lights out" system that automatically and affordably:

• builds awareness and credibility with buyers and influencers

• helps salespeople maximize their time and effectiveness by providing critical intelligence and prospect DNAto determine when a prospect is ready to buy

• empowers salespeople to close deals faster and more efficiently, using our Sales Campaign Portalâ!”a unique web-based interface that adds value at each critical stage of the sales cycle.

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