Are B2B marketers sadists?
You’d think so from all the talk about pain points.
But no, B2B buyers are not usually in pain. At least not for any reasons you’re hoping for and fetishizing.
Even worse, your offering is not a painkiller. Sorry. You wish. But it’s just not that addictive. On the plus side, it’s probably also not running rampant and devastating communities.
Let’s unscrew this screwed-up thinking. Talking about pain isn’t empathy. It’s a bizarre form of Munchausen by proxy with a few added flashes of gaslighting. You don’t have to imagine hurting your customers to make them pretend they love you.
You can, however, try legitimate situational awareness. Something isn’t working for them. You can help them understand why and how to make it work better. Make that your value proposition. Write about it often and do so clearly.
Enough with the pain.
Thought Leadership’s Superpower
2021-02-10
