BRX Pro Tip: Must Haves for Your B2B Marketing Deck
Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, this pro tip is for me, but maybe some other folks would benefit as well because I’m putting together a B2B marketing deck to try to attract and stir up some conversations with potential candidates to run Business RadioX studios around the country. But what are the keys, man? What are the must-haves in a B2B marketing day?
Lee Kantor: Well, as you know, I’m a Godin superfan. He has a new book out called This Is Strategy, which I highly recommend, and this is directly from that book. He says, number one, when you’re putting together a deck, you have to demonstrate you understand the space that the person reading the deck has to know that you’re not going to waste their time. Because you got to remember, decks aren’t really read. They’re scanned for reasons to say no. So you have to show at the jump that you really understand the space.
Lee Kantor: Another thing that Seth talks about that’s important in selling and in growing your business is there has to be tension. You have to create some tension, some fear of missing out. So when you have a deck, the tension of what might be that I don’t want to miss out on. Because remember, the goal of any deck or any piece of marketing content isn’t to close the sale. It’s to deepen the relationship and get someone ready and excited to buy.
Lee Kantor: So when you understand that, you realize that, number one, you got to demonstrate I know what I’m talking about. And number two, you have to create the tension that says, “Look, if you don’t do this, someone else is going to do this.”
Lee Kantor: So if you can do both of those things, that to me is a successful B2B marketing deck.
