The following are the main differences in working with B2B clients:
Posted: Thu Feb 13, 2025 4:22 am
Working in the B2B sphere, when one company offers goods and services to other companies, is very different from the B2C business, which is focused on retail customers. In this article, we will talk about the specifics of B2B marketing: how to segment the target audience, create a sales funnel, select promotion tools and channels, and formulate a strategy.
You are reading the magazine Compass - a messenger for effective and safe teamwork.
Learn more about Compass
What is B2B Marketing
B2B (Business to Business) is a model of work in which a business creates products for another business. For example, a coffee machine manufacturer sells its equipment to coffee shops, and an IT developer offers accounting programs to consulting companies.
Accordingly, B2B marketing is the process of promoting products and services nigeria phone number list to corporate clients. It includes a set of strategies and tools for attracting potential buyers and building long-term relationships with them.
The main goal of B2B marketing is to show how your product will help solve a specific problem in the client's business and improve the efficiency of its work.
The sales cycle, criteria for choosing goods and services for business, channels and methods of promotion, as well as the style of communications in B2B differ from the retail market. Therefore, to successfully work in the B2B sphere, you should take into account its features and select the appropriate tools.
To get more sales in the B2B market, you need to take into account its features
Features of B2B Marketing
Another target audience: The end buyer in business is the person who is engaged in purchasing or makes decisions when selecting partners and suppliers.
Participation of several employees. Often, the decision to cooperate with a new company is not made alone - it is agreed upon with the manager and other departments.
Long transaction cycle. Due to the more complex purchasing process and approvals with several stakeholders, the duration of a transaction in B2B is longer than in the retail market. Therefore, multi-stage schemes are often used here, which increase sales.
More rational selection criteria. Business purchases are usually made after a thorough analysis of all factors - they evaluate the potential return on investment, ROI , risks and benefits associated with the purchase of the product. Emotions play a lesser role here, although they are also important.
You are reading the magazine Compass - a messenger for effective and safe teamwork.
Learn more about Compass
What is B2B Marketing
B2B (Business to Business) is a model of work in which a business creates products for another business. For example, a coffee machine manufacturer sells its equipment to coffee shops, and an IT developer offers accounting programs to consulting companies.
Accordingly, B2B marketing is the process of promoting products and services nigeria phone number list to corporate clients. It includes a set of strategies and tools for attracting potential buyers and building long-term relationships with them.
The main goal of B2B marketing is to show how your product will help solve a specific problem in the client's business and improve the efficiency of its work.
The sales cycle, criteria for choosing goods and services for business, channels and methods of promotion, as well as the style of communications in B2B differ from the retail market. Therefore, to successfully work in the B2B sphere, you should take into account its features and select the appropriate tools.
To get more sales in the B2B market, you need to take into account its features
Features of B2B Marketing
Another target audience: The end buyer in business is the person who is engaged in purchasing or makes decisions when selecting partners and suppliers.
Participation of several employees. Often, the decision to cooperate with a new company is not made alone - it is agreed upon with the manager and other departments.
Long transaction cycle. Due to the more complex purchasing process and approvals with several stakeholders, the duration of a transaction in B2B is longer than in the retail market. Therefore, multi-stage schemes are often used here, which increase sales.
More rational selection criteria. Business purchases are usually made after a thorough analysis of all factors - they evaluate the potential return on investment, ROI , risks and benefits associated with the purchase of the product. Emotions play a lesser role here, although they are also important.