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Handling business to business marketing - Q & A

BeBe from NY calls in to find out how to better handle business to business marketing.

Rich Sloan:   We're going to BeBe in New York, New York.  Did I pronounce your name right? 

BeBe:   You got it.

Rich Sloan:   Okay.  How can we help? 

BeBe:   I have a question for you.  By the way, guys, you're doing a good job.

Rich Sloan:   Thank you. 

BeBe:   And I think you're helping a lot of people, lot of small business like us.

Jeff Sloan:  Did you say a great job or a good job? 

BeBe:   An excellent job, I would say.

Rich Sloan:   Excellent job.

Jeff Sloan:  Excellent.  Oh, we'll take that.

Rich Sloan:   We've got -- we've got -- BeBe, we've got about a minute, so go ahead and ask your question. 

BeBe:   All right.  So no problem.  So basically, we are a small start-up computer consulting firm, and we're looking for some excellent ideas on how to market what we're doing.  So I was thinking about a couple of things, but I want to get some inputs from you guys to see how we can get -- get things going.

Rich Sloan:   Well, it's interest --

Jeff Sloan:  I'd love to hear some of your ideas, and I know, Rich, you and I've got a lot things to share ourselves.

Rich Sloan:   Yeah, the question I have for you is what is -- who's your target market?  Who's your customer? 

BeBe:    So basically we looking for B to B -- business to business.

Rich Sloan:   Yeah.  Okay.  Here is the most powerful thing you can possibly do. 

BeBe:    Uh-huh.

Rich Sloan:   Find one customer, make them happy, get a written testimonial, share that with your prospective customer.  And roll it out one by one, use what's called reference accounts.  It's the most powerful way for us to create new business opportunities.  Is that -- can you put that to work?  Oh, I think --

BeBe:   Uh-huh.

Rich Sloan:   Yes?  BeBe? You can? 

BeBe:   Yeah, yeah.

Rich Sloan:   That's extremely powerful because new customers always gain confidence through your old customers.  Now when we come back, we're interviewing an entrepreneur who has reached the kind of success we all aspire to and done it with integrity.