✅ 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.

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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.

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

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