The rules of B2B marketing are completely different from those of B2C. Want to get up to speed? We present the challenges to overcome as well as the strategies and tools that can help you.
In B2B (business to business) digital marketing, we are faced with a target with very specific purchasing habits, with much longer sales cycles and very specific needs. This means that our marketing strategies will have to adapt to different rules.
B2B Marketing: Its Main Features
As we said at the beginning, B2B stands for business to business . This means that it pursues the sale of products and services between companies instead of doing it directly to the consumer, as occurs in B2C (business to consumer) marketing .
But what does it really consist of? There are many thailand phone number data definitions that explain it, but we'll stick with this one from Salesforce : B2B marketing is a business practice by which a business markets its products or services to potential buyers. B2B marketing differs from the B2C variant in that, instead of focusing on individual consumers, it focuses solely on other companies.
When targeting companies, B2B digital marketing strategies have a series of distinctive features:
Purchasing motivation: Companies are motivated by objective factors such as profitability or productivity.
The target: a B2B audience is more niche and highly segmented, making it more difficult to reach.
The approach: To convince a B2B audience to buy, you need to use a deep and detailed approach that focuses on the functioning and advantages of the product or service.
The purchasing cycle: the sales process is longer and on a larger scale, since the purchasing decision within the company is more premeditated.