Have you ever wondered how to sell trucks to your neighbor, or what new flavor of ice cream this CEO of a large company is eager to buy? Of course not.
Because every market needs a specific approach, you need to know what is the difference between B2B marketing and B2C marketing. I have read some interesting articles on this particular subject and unveil here after the results of my work!
Sommaire
Difference between B2B marketing and B2C marketing from a relationship point of view
B2B customers need a lot of detailed information (rational)
B2C customers want to be seduced (emotion)
B2B customers want to build a close relationship with suppliers (relation, consultative selling)
B2C customers are products driven (transactional selling)
B2B: sales cycle is long (a few days, weeks, months or even years)
B2C: sales cycle is short (a few minutes, hours, sometimes days)
B2B: brand value is created through personal relationships and consultative selling
B2C: brand value is created through marketing communication
From a purchasing process point of view
B2B: long chain of decision and buying cycle (superiors, procurement, accounting departments…)
B2C: individuals make their own decision, sometimes influenced by word of mouth
B2B: the decision to purchase is driven by need and budgets
B2C: the decision to purchase is driven by emotion
B2B: sales are made face to face
B2B: sales are made through retail stores or websites
From a content point of view
B2B: messages must be precise and professional with industry jargon
B2C: messages must be at least relatable to the majority of consumers (simpler language)
B2B: efficient message with expert voice
B2C: consumers seek deals and entertainment triggered by hunger, desire, status or cost
B2B: highly detailed content
B2C: content speaks to emotion first, through images most of the time (you can google neuromarketing)
From a marketing point of view
B2B: communication is focused on long and explicit content spread to a limited audience
B2C: communication is focused on short messages spread to a large audience
B2B: cost per sale is high with limited volume of sales
B2C: cost per sale is cheap with high volume of sales
B2B: the lifetime value (repeated sales to the same customer during a long period of time) of B2B customers is high
B2C: customers are versatile
B2B content: professional content – white papers, ebooks, blogs, webinars, infograficsContent
B2C content: viral content
B2B channels: LinkedIn, Twitter, FB
B2C channels: FB, Twitter, Instagram, Youtube
B2B goals: lead generation
B2C goals: community engagement and awareness.
- Comment écrire un article professionnel et efficace en B2B?
- Différencier acheteur B2B actif et acheteur B2B passif
P.S. Lorsque vous serez prêt… Voici 3 façons dont je peux vous aider à développer votre activité :
- Inscrivez-vous à ma newsletter
Recevez mes derniers conseils pour attirer des prospects, signer des clients et faire évoluer votre entreprise- Recevoir la newsletter hebdomadaire - Rejoignez le groupe privé Facebook
Entrez en contact avec entrepreneurs et des marketeurs qui veulent également développer leur activité. Il s’agit de notre nouvelle communauté Facebook où les marketeurs intelligents apprennent à obtenir plus de revenus, d’impact et d’indépendance. – Cliquez ici - Travaillez avec moi et mon équipe en privé
Si vous souhaitez travailler directement avec moi et mon équipe pour doper vos ventes… Envoyez-moi simplement un message et mettez “Privé” dans l’objet… Parlez-moi un peu de votre entreprise et de ce sur quoi vous aimeriez travailler ensemble, et je vous donnerai tous les détails !