Will amusing B2B buyers help get them to buy?

Will amusing B2B buyers help get them to buy?

Gary Slack | June 29, 2017

Humor and humanization really work in B2B marketing. Who knew?

Business-to-business marketing was so serious for so many years that sometimes it would be called “boring” to “boring” marketing.

Until recently, B2B marketers tended to view B2B buyers as purely rational beings or computers or robots.

In short, they saw B2B buyers as, well, Star Trek’s “Mr. Spock.”

But, of course, B2B buyers are people like everyone else, filled with all kinds of feelings and emotions—even when working or at work.

After years of marketing its new routers by strictly talking up technical features, about five years ago global IT giant Cisco decided to try something different. They hired Tim Washer, a comedian and late-night television show writer and actor, to see if humor-embedded videos could cut through all the clutter and help improve new-product launches.

One of Cisco’s first videos talked up its new $250,000 ASR9000 router as the perfect Valentine’s gift. The video was a huge success and generated 10 times the views of previous, more serious-minded Cisco videos—and helped make the ASR9000 router the 4th best product launch in Cisco history.

But using humor is not the only way to humanize B2B communications.

In Europe a few years ago, Volvo Trucks took what I call a “shock and awe” approach in a video designed to help launch a new line of over-the-road trucks featuring new steering technology that made for more controllable precision driving. Their video didn’t cause people to laugh, it made them gape in wonder.

In a brilliant move, Volvo and its Swedish ad agency brought in the limber action hero Jean Claude Van Damme to perform a full leg split while gradually being stretched out between two Volvo trucks rolling two feet apart down a highway.

Generating 86 million views just on YouTube, it and five other videos cost Volvo $3 million to make but generated $175 million in incremental truck sales—a dramatic return on investment!

Yet another path-breaking approach to humanizing B2B marketing comes from industrial giant Emerson, whose CMO, Kathy Button Bell, lined up celebrity science blogger Hank Green to produce videos (here’s one) and serve as spokesperson for its “Science” campaign, launched on TV’s “The Big Bang Theory.”

These are just three of examples of how B2B marketers using humor and other techniques to humanize B2B marketing—and, in so doing, to attract far more attention and purchase interest than before.

In short, business buyers like to laugh and be amused, they like to be dazzled and mesmerized and they like to be “edutained” and even entertained at times. Who knew?

In coming years, we are only going to see more such efforts!

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