The abbreviation B2B stands for business to business. This means that one company sells some goods or services to another.
A simple example: we sell the corporate messenger Compass for businesses in the retail, IT and other companies. That is, we work in the B2B segment. Our clients are businesses, not ordinary buyers.
If a company sells furniture or dishes, TVs or cars, this is a different business model, B2C. It also has an abbreviation – business to consumer, that is, the company sells its product to individuals.
Complex decision-making process
Almost always, it is not just one person who thinks about country email list whether to buy a product, but a whole team: procurement specialists, heads of different departments, directors and the owner. There are decision makers and decision influencing persons. This means that the seller must convince not just one person, but several.
Long sales cycle
In B2B sales, the sales cycle takes a long time. This is due to mistakes in employee feedback the fact that companies carefully analyze ready-made offers and compare them with competitors in the market, study all the nuances of the service. This is why B2B sales are characterized by the longest transaction cycle on the market.
High price. In B2B, goods and products have a higher cost than in B2C. This is due to the complexity of the product, the presence of additional services, maintenance, and technical support.
Focus on relationships
In this market segment, they try to build strong relationships with customers. To do this, the seller must offer the consumer additional opportunities: technical support, courses, training, consultations.
Expertise. In the process of attracting customers, you need to trust review position your business correctly so that potential customers understand that the company employs the best specialists. To sell a product, you also need to demonstrate expertise. The seller must present it and prove the value of the product. To do this, you need to work not only on promotion, but also on the positioning of goods.