Marketing business-to-business (B2B) is a fine art and vastly different from marketing business-to-consumer (B2C). Each employs their own set of strategy of selling, since although you still are selling a product to a human being, at the end of the day, the sales experience varies between these two types of markets.
Marketing research demonstrates that businesses work hard to streamline the buying process to save time and money (duh!). It often explains why a B2B purchase is based more on numbers, data, and logic and why a consumer’s individual purchase often is based more on their emotion.
Let’s get into how to maximize B2B sales, how B2C operates, and the differences between the two.
B2B and B2C Marketing Different:-
B2B marketers are so cautious, they wouldn’t kill a fly without a thorough swat analysis. In B2B marketing, you want to focus on the data and logic of the product you are offering and all of the added value it will bring to your prospect. In B2B, the emotions variable is not accounted for, because companies make buying decisions based on facts, so you will want to shift your pitch focus on understanding your buyers and how they operate within the confines of their organizations’ procedures.
The most key element you must show your prospective clients is that using your product will produce a quick return on investment (ROI). Providing concrete examples and deliverables to a prospect will help lend legitimacy and value to your product, and can create transparency and trust around the sales experience, an important and often overlooked aspect of selling B2B in order to nurture long-term partnerships.
When you are marketing to a consumer, you want to focus on the benefits of the product and the value it will impart to them directly and individually, ergo their decision is more emotional. Consumers also are different from organizations in that they demand a variety of distribution channels for convenience. Consumers are less likely to be interested in a lengthy marketing sequence and you are more likely to capture your consumer’s attention through an effective and dynamic “first contact” in the consumer decision journey.
B2B X MKC
Content is the foundation of your brand and the reason why B2B selling is so different from B2C. How you structure that content affects how you deliver it to to your B2B customers. An agile outsourced marketing team that unifies content and supports consistency, creativity, and speed to market is the key to a modern B2B selling strategy. B2B X MKC, we know how it’s done and we’re experts at it!
Model a culture of focus, productivity, and work-life balance by handing tasks off to the people who are best at them. You know how to run your business. We know marketing.
MKC, help me with my B2B!