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B2B Marketing Fundamental: The Ordinary Aspect Businesses Ignore

Edwin Masripan
Published on October 25, 2023
5 minutes read
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Mastering B2B Marketing Fundamental for Manufacturers, Distributors, and Resellers: The 3M Magic (Market, Message, Media). (B2B Marketing very much different than B2C Marketing)

B2B Marketing Fundamental

B2B marketing in the digital age is akin to navigating a labyrinth of buzzwords, ever-evolving algorithms, and a plethora of online and offline channels. Success hinges on understanding the core principles of effective B2B marketing for manufacturers, distributors, and resellers.

Enter the 3M Marketing approach: Market, Message, and Media. In this post, we’ll embark on a whimsical journey through this strategic triad and uncover the secrets to B2B marketing success.

B2B Marketing Fundamental - b2b marketing fundamental main

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Fundamentals of Marketing are akin to the foundation of a building. It won’t hold more than two stories high if it’s not strong.

Market – The Art of Knowing Thy Audience

In the enchanting realm of B2B marketing, understanding your audience is like deciphering a treasure map. Here are the steps to unveiling the ‘Market’ mystery:

1. Customer Segmentation – The Treasure Map:

Think of your target audience as different islands in a vast sea. Segment them based on industry, company size, location, and, most importantly, their unique needs and pain points. These segments will guide your marketing strategies like an age-old map.

The easiest way to segment is by classifying their engagement with you.

  1. Do they know you (and your product exists)? (Aware)
  2. Do they buy from you? (Client)
  3. Do they buy again? (Loyal Client)
  4. Do they tell others? (Advocate)

Other types of segmentation:

  • Demographic segmentation
  • Geographic segmentation
  • Psychographic segmentation
  • Technographic segmentation
  • Behavioral segmentation
  • Needs-Based segmentation
  • Values-Based segmentation

You can explore more in-depth when it comes to B2B Marketing; keep it simple.

2. Buyer Personas – The Characters of Your Tale:

Create detailed buyer personas that breathe life into your target audience. Define their goals, challenges, behaviours, and what keeps them awake. By personifying your audience, you can craft messages that resonate with them personally.

Keep your buyer personas at a minimum. I normally like to reuse to past clients regarding size, people, market exposure. This prevents me from having to create imaginary personas (which can be misleading because they are not real).

3. Market Research – Unearth Hidden Gems:

Dive into market research like an intrepid explorer. Monitor market trends, competitors’ activities, and emerging technologies. The information you unearth is akin to discovering hidden treasures that can shape your marketing strategy.

Another approach is to engage with them at personal level. Go to your Linkedin, search for ideal personas and start a conversation.

Message – Crafting the Epic Scroll

Now that you’ve charted your course by understanding your audience, it’s time to craft a message that could rival epic tales. Here’s how to create a ‘Message’ that leaves a lasting impression.

Other names for messages are copywriting, marketing message, sales pitch, and sales deck.

1. Unique Selling Proposition (USP) – The Legendary Sword:

Every hero in an epic has a unique weapon, and so should your business. Identify your Unique Selling Proposition (USP). What makes your product or service stand out? It could be quality, price, exceptional customer service, or even a dash of magic. Highlight this USP in your messaging.

2. Clear and Concise Language – The Common Tongue:

In your message, use language that even a humble peasant could understand. While intricate technical details are essential, they should be translated into a language your audience can easily comprehend.

3. Value Proposition – The Quest’s Purpose:

Your message should communicate your product or service’s value to your customers. How does it solve problems or enhance their business? Think of this as the quest’s ultimate purpose that drives your audience to act.

Side note: Keep it real. You’ve probably heard, ‘keep the copywriting positive tone’, well, you’re wrong. The more you focus and talk more about their problem, the more they will listen to your solution.

If you’re not selling a solution that addresses their needs, then you

Learn more about Positioning Your B2B Business

Media – Casting the Spell

With a target in sight and an epic message, it’s time to cast your marketing spell using the right ‘Media.’ Here’s how to summon the magic:

1. Multi-Channel Approach – The Wizard’s Arsenal:

In the world of B2B marketing, it’s essential to wield a multi-channel approach. Employ a blend of channels like your website, email, social media, content marketing, and even offline methods like trade shows. Each channel is a different spell in your magical arsenal.

After working for years using Facebook, B2B are better off using Linkedin and Google Search.

It goes without saying, that your website is your best Salesman. It should have all the right content for your products and services.

If you haven’t go the time and resources, I suggest focus on the website and SEO. These marketing assets prosper over the long run.

2. Content Marketing – The Enchanted Scroll:

Content is the elixir of B2B marketing. Create informative and valuable content to address your audience’s needs. Share blog posts, whitepapers, case studies, and enchanting videos to establish yourself as an industry authority.

Adding more content to your ready

3. Analytics and Tracking – The Crystal Ball:

Use analytics tools as your crystal ball to track the effectiveness of your media channels. This magical insight helps you refine your strategy based on what works and what doesn’t.

B2B Marketing Fundamental is Simple but Not Easy

B2B marketing for manufacturers, distributors, and resellers is a thrilling adventure that demands mastery of the 3M Marketing enchantment. By understanding your audience, crafting a compelling message, and selecting the right media channels, you can conjure marketing magic that propels your business to new realms of success.

Remember, the B2B landscape is ever-evolving, so keep your wits about you and adapt your enchantments to stay at the forefront of this mystical arena.

Overwhelm? Hire us as your marketing-as-a-service. Learn more about our Marketing services.

Category: Account-Based Marketing

Related Services: Marketing Strategy
Edwin Masripan
The maestro of client strategy who turned a love for engineering into an art of connection. Head of Strategy
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