Batch Blue knows how to reach out and deliver value up front. I’ll admit that I had no idea who Batch Blue was before this. There are too many great companies out there, and I don’t know them ALL! So how cool is it that Michelle Riggen-Ransom reaches out to me, citing posts I’ve written over the last few months that apply, and then offers me a really informative “blue paper” on social media. (It’s like a white paper - only, blue.)
This turns out to be a great way to deliver value. Brian Clark of Copyblogger has made this his model all along. Deliver great content and value, and then make the ask on the other side of it. In this case, Michelle and Adam Darowski and the team have a contact, task, and communications manager software to sell. But they lead by giving us a useful paper to consider. For some, there’s not a lot NEW in the document, but it’s a good resource, well-formatted, and looks shiny and useful.
What do you think of the concept? And as for the paper, you should let Michelle and Adam know on their site.
Read the blue paper here.
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{ 3 comments… read them below or add one }
I have found the same to be true in looking for consultants or contractors. Those who provide a small amount of free advice or info upfront are more likely to get a contract.
I’ve seen much the same as Krista. In fact, I was once one of these information delivering B2B persons for several companies.
Basically, they outsourced me to run around and give potential referral sources information, muffins (yes, muffins), and the “pitch” whenever I finally managed to land a meeting.
In B2B networking, you network before you know you need them. Anyone that I see remotely related to my field that I wish to connect with, I make a note of their email and make it a point to send useful bits of information as I run across it.
Of course, this means you have to know what is useful to them.
I figure that out by sitting in their head a moment. If I were them, how do I sell myself? What I do value about me, what do I hope to provide my readers / customers?
Any way you can help a potential contact provide value for their clients is a big win. =)
Thanks Chris for the nice post and link. I especially like that you think the paper is shiny.
Since we started BatchBlue about a year and a half ago, one of our main company goals has been to provide a resource for small business owners, especially in technology. I’m hopeful the Blue Papers are something people find useful and that we will, as you mention, deliver value.
Thanks again,
~Michelle