When you sell in a B2B setting, not only do you have to sell your PRODUCT, you also have to sell YOURSELF, and your COMPANY. You may have the best product in the world, but if your prospect doesn't want to deal with you, or do business with your company, it's unlikely that you will make a sale.

You can use FABs to sell yourself and your company. For example. when you introduce yourself to a prospect, you often give them your business card. The business card itself has features that you can convert into FABs. Your education, job title, phone number (local or 1-800), and even your office address can be a FAB that provides benefits.

For example:

"The 1-800 number on my business card is a direct line to our customer service department. It's staffed 24 hours a day, so if you ever have any questions about orders or deliveries you can get an answer immediately."

"I'm your account manager, which means that I am dedicated to servicing your account. I will be your first point of contact regarding any product or service issues, so you never have to worry about who to call".

"I'm a graduate from BCIT's Marketing Management Program. I've got over 5 years of industry experience so I can help you and your business with any product or customer service issues."

Create three FABs about YOURSELF and three FABs about your COMPANY, Canon, and post them in the Discussion forum. Put yourself into the role of a Canon Sales Representative. You can be a little creative here with your education, experience and about Canon the company. Look at the Canon Canada website for ideas. You could use a local Vancouver office as a feature (benefits could be shorter lead-times for delivery, local presence, local technical support for better service, etc). Think of a FEATURE about yourself, and what BENEFIT it could provide to a Canon business customer.