Although in the end marketing is made to reach people, the way we buy is completely different if what we are going to acquire is for ourselves or for work; A simple example of this is when someone needs to buy shoes, goes to a store or looks online for the ones they like the most and if they can afford to buy them. On the contrary, if what you need is to buy a Romania Phone Numbers printer for the office, the purchase decision is not based on which is the prettiest, but on the one that responds in a timely manner to the printing need and the budget you have, and for that, more information is required to make a decision. Before moving on, it is worth clarifying what the acronyms mean in both cases: B2B is Business to Business and B2C is Business to Consumer.
It is very important to be clear about the differences between the two models, because the requirements for each are very different and it is difficult with the B2C strategy to be successful in B2B and vice versa. In general, marketers prefer to work in B2C companies, because it is easier and even glamorous to talk to the final consumer, but B2B presents certain challenges that in its complexity make it fascinating. Below I describe the 5 points that from my perspective make B2B different from B2C: We must focus on the advantages or properties that make sense to the buyer, beyond the emotional or sentimental value that it may have. It is important to think about offering in communication, the competitive advantage, the main characteristics and the clear and concrete differentiations that make our offer the best.
B2B is more rational than emotional, in order for a purchase to be made, it first goes through an analysis process, in which the options are evaluated to ensure and justify that the best agreement option is being acquired to the need you have. Unlike B2C where you must use a language that anyone understands, in this case we can use a language with more technical or Phone Number List specialized terms, typical of the product or service, that help to understand the advantages. This can help us to be clearer explaining what we do. The more and better the information we can provide, the easier we will make the decision maker’s job. Either with text, images or videos, but we must provide content that allows us to fully understand the advantages of our proposal, otherwise we will lose relevance. While impulse purchases are a fundamental ingredient in B2C, on the other hand, when the sale is between businesses, times change and are no longer as hasty as in retail. In B2B, thanks to the analysis made of the available options, the time to make a decision can take much longer, even weeks or months.