✅ B2G marketing involves staying top of mind, selling on features, and finding a champion within the government entity to win contracts.
✅ Suzan Chin-Taylor specializes in demystifying digital marketing for the wastewater management and treatment sector.
✅ She transitioned from a specialty niche market to the wastewater industry and became a specialist in the field.
✅ Selling a business to subcontractors involves open communication, trust, and ensuring a smooth transition for clients.
✅ Longevity and trust in client relationships are crucial for success in the water management sector.
✅ B2G marketing requires education-based selling, specsmanship selling, and staying top of mind with relevant content.
✅ In a virtual selling environment, due diligence and research are crucial, and businesses need to be prepared to sell and present well virtually.
✅ Creating trust in B2G marketing involves publishing relevant content that addresses the target audience's pain points and delivering it in various formats.
✅ Content should focus on the audience and their needs, rather than self-promotion, to build trust and engagement.
✅ Various content formats, such as videos, long-form articles, summaries, and targeted email messaging, can attract and engage a wider audience.
In this episode, Suzan Chin-Taylor from Creative Raven shares insights about B2G marketing in the wastewater management and treatment sector. B2G marketing involves staying top of mind, selling on features, and finding a champion within the government entity to win contracts. Suzan highlights the importance of specsmanship selling, which requires long-term relationship building, trust creation, and educating the market through relevant content. She emphasizes the need for a strong online presence, producing various forms of content, and engaging with potential customers throughout the buyer's journey. In a virtual selling environment, due diligence and research are crucial, and businesses must adapt to the changing dynamics of the buying process.
Website links:
Suzan Chin-Taylor from Creative Raven: https://creativeraven.com/
Chad Kaleky from Cosmic Design: https://www.cosmicdesign.io/
Timestamps:
00:00:00 Highlights
00:00:25 Intro
00:02:40 Selling the Business
00:05:44 The Art of Selling to the Government
00:07:47 Specmanship Selling
00:12:14 Creating Trust
00:17:46 Contact Suzan
