Business to Business PR
Business to Business PR
So it’s often fascinating when a company says, “I just sold so and so,” and they name a company. The truth of the matter is, companies don’t sell to companies. People sell to people.
And this is the crux of good interpersonal public relations.
Certainly, to make the sale a company or organization must have the right elements – quality product, good service, competitive pricing, reliable deliverability and so forth. But before the customer signs on the dotted line, there is personal interaction between someone at the company making the sale, and someone at the company approving the sale. I am not talking about companies that sell to the public. I’m talking about business to business sales. When one order could be worth thousands or millions of dollars to a company.
How likely is it that a company will place a large purchase with a company if the representative is not paying attention to their public relations? What does this mean? It means things like returning phone calls promptly, taking time to answer questions and going the extra mile. There are just too many companies selling the same products for any one company to be so arrogant as to think they can be successful while not paying attention to their one-on-one public relations.
The lesson here is that public relations is more than creating a great image and getting stories in the media. That aspect is critical to drive prospects to a company. But when a prospect makes the call, the one-on-one relationship that develops is also a form of public relations. And for most businesses, the most important form.
Business to Business PR - To learn more about this author, visit Harvey Farr's Website.
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Every business owner knows that public relations is a subset of marketing and marketing is a subset of sales. The “bottom line”, to use an overused term, is what it’s all about. Whether a company is selling a product or service, making the sale is the goal.
So it’s often fascinating when a company says, “I just sold so and so,” and they name a company. The truth of the matter is, companies don’t sell to companies. People sell to people.
And this is the crux of good interpersonal public relations.
Certainly, to make the sale a company or organization must have the right elements – quality product, good service, competitive pricing, reliable deliverability and so forth. But before the customer signs on the dotted line, there is personal interaction between someone at the company making the sale, and someone at the company approving the sale. I am not talking about companies that sell to the public. I’m talking about business to business sales. When one order could be worth thousands or millions of dollars to a company.
How likely is it that a company will place a large purchase with a company if the representative is not paying attention to their public relations? What does this mean? It means things like returning phone calls promptly, taking time to answer questions and going the extra mile. There are just too many companies selling the same products for any one company to be so arrogant as to think they can be successful while not paying attention to their one-on-one public relations.
The lesson here is that public relations is more than creating a great image and getting stories in the media. That aspect is critical to drive prospects to a company. But when a prospect makes the call, the one-on-one relationship that develops is also a form of public relations. And for most businesses, the most important form.
Business to Business PR - To learn more about this author, visit Harvey Farr's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Bernard ReberBack in late 1992, MS Access hit the streets. About that time the company I managed needed new software to handle their growing client base and I decided to try this new product. I had little difficulty writing and adapting a database to suit us and discovered a hidden talent for programming. A business was born. With business studies and 25 years of management experience in three different countries under my belt, I could offer a unique combination of skills and my customers agreed. From these humble beginnings my software 'invoiceit' emerged in 1999 and has since been taken to 49 states (hello Wyoming, won't you join us?), all across Canada and more than 70 other countries. From the very beginning the program included cashbook accounting, the simplest form of keeping financial business records. The Dictionary.com defines 'cashbook' as "A 'book' in which to record money received and paid out". For 'book' substitute 'simple software' and that's what I'm about. Now I have published Simple Accounting, an inexpensive spreadsheet solution which even you can master. For just $14.95 it costs less than a takeout meal! More at http://www.scrambled-card.com/simple_accounting_main.htm - Visit Bernard Reber's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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 Harvey Farr (Visit Harvey's Website) Harvey Farr started his career in public relations / marketing almost 30 years ago. He spent much of that time as senior vice president of Ruder Finn, an international public relations and marketing firm. At Ruder Finn, Mr. Farr represented such concerns as Mitsubishi Motors Corp., Nippon Telegraph & Telephone Co., The Academy Awards, CitiCorp, Union Bank, Executive Life Insurance Co. and many other national and international corporations. His areas of expertise include PR / marketing on behalf of the financial services industry, crisis communications (in conjuntion with law firms), nonprofit organizational campaigns, emerging companies and community relations programs. He is a sought-after speaker and currently offers workshops and seminars for companies seeking to provide employees with a better understanding of the public relations process. In addition to operating Farr Marketing Group, he also teaches advanced public relations at California State University, Los Angeles and the Center for Nonprofit Management.
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