by Dean Waye | Feb 25, 2021 | Call To Action, Videos, Webinars
“How will this help us get what we want?” Since this is B2B, you already know what they want. You’ve been talking to them. Sometimes you’ve been talking to them for years. They want to do something at a lower cost, or faster, or...
by Dean Waye | Feb 24, 2021 | Call To Action, Videos, Webinars
“What’s kept us from getting what we want?” Part of any persuasion process– and what’s all of this building a path to a call to action, if it’s not a persuasion process–is to have a common enemy. Not a person, exactly....
by Dean Waye | Feb 23, 2021 | Call To Action, Videos, Webinars
What’s in it for us? The next four questions belong to the same group. And you can reorder them a little if you feel the need to. These questions are “What’s in it for us?”, “What’s kept us from getting what we want?”, “How will...
by Dean Waye | Feb 22, 2021 | Call To Action, Videos, Webinars
Question 3 is “How do I know that this is real? You’d think that we wouldn’t need to tackle this. Not in B2B, anyway, right? We’re an established firm. We’re serious business people. Yeah, whatever. Customers are smart. They know that we...
by Dean Waye | Feb 21, 2021 | Call To Action, Videos, Webinars
Question #2: How do I know I can trust you? The next two questions belong to the same group. How do I know I can trust you, and how do I know this is real? In every B2B presentation, there’s some variation of this slide, already, right? These are the...
by Dean Waye | Feb 19, 2021 | Call To Action, Videos, Webinars
Question #1: Why is this different? First Up, a reminder — you are answering these questions without ever posing the question. There’s no “Why is this different” headline on a slide. You’re anticipating the ten, actually 11, questions the B2B audience wants answers...
