INTRODUCTION
It is very important to get the knowledge to differentiate between these two segments.
Marketing to a business and marketing to a consumer are totally different. Although, still
selling a product to a person, experience shows that the difference between the two types of
market runs deep. What are the key elements that differentiate these two segments?
Examples of B2B would be Caterpillar who builds equipment to serve the needs of the
construction industry or Boeing who makes airplanes for airline industries. On The other
hand, examples of B2C would be coca-cola servicing our needs for carbonated DLO and
welcome to another feature of the cat American channel of business-to-business versus
business to customer marketing rinks or McDonald's providing us the fast-food service
would be to be there is a close relationship with the customer.
BUSINESS RELATIONSHIP
To work in the engineering department for a large aviation company, we shared our project
schedules targets with other business that we procure
parts and materials from we also share things such as part drawings engineering
improvements and best practices the relationship was very important because any changes
in the schedules or milestones would have a direct or indirect effect on our company would
be to see the relationship is impersonal and the message is mass communicated meaning
when you buy a can or a bottle of coke you enjoy by drinking the product and the business
relationship between you and the business ends when you've purchased the product. Same
goes for McDonald's once you finish purchasing the burger the business relationship ends.
SELLING PROSPECTS
Very short-term business-to-business marketing are generally small vertical markets often
niche in size consisting of a few thousand sales prospects - maybe as large as a hundred
thousand prospects.
B2C on the other hand are typically large broad markets of thousands to billions of sales
prospects also. B2B sales are higher ticket purchases usually costing from thousand
dollars to millions dollars. Also the decision to purchase in B2B sales is generally driven by
needs and budgets. Therefore, it tends to be a very rational decision. B2C sales can range in
cost from $1.00 to a few thousand dollars except for cars and homes.
B2C purchase decisions tend to be made based on wants more than needs or a budget
and therefore are triggered by more emotional decisions. B2B sales require consultative
selling which is selling based on understanding a client's needs and developing a
relationship of trust.
CONSUMER NUMBERS
Sometimes from a two-step level sales organization including the seller sale force and
distribution salesforce B2C cells are usually direct to the consumers or involve the retailer
the sales approach is a traditional product sell of convincing the consumer they need or the
service being sold we will look at differences in more details as, One number of buyers for
B2C are usually large. Think about McDonald's serving over a billion meals and the number
of buyers. For B2B are usually like location of Caterpillar which will usually sell couple
hundred large equipments to a construction builder number two size of orders are usually
small example. Coke bottles or a chocolate bar for business-to-business the size of orders
are usually large, an example for the aviation company at work used to manufacture
pressure vessels weighing one-ton and extremely large in size number three.
THE COST
B2C sales can range in cost from $1 to a few thousand dollars except for cars and hopes
whereas; B2B sales are higher ticket purchases usually costing from just $1000 to tens of
billions of dollars. For B2C purchase decisions tend to be made based on wads or that
needs or a budget and therefore are triggered by more emotional decisions. Whereas; the
decision to purchase B2B sales is generally driven by needs and budgets. Therefore, tends
to be a very rational decision for number five and six B2C sales have a short purchasing
period of anywhere from a few minutes which is the impulse buy to a few days and as a
simple sales consummated immediately. B2B sales typically have a purchasing process
that is usually defined in months and the sale is very complex often taking additional
months to complete.
MARKETING
Number six brand identity in B2C markets is created through advertising and now social
media brand identity. B2B markets are created through personal relationships and
consultative selling. We discussed eight, nine and ten in the previous slide.
These B2B and B2C marketing differences are crucial in marketing strategy and tactics.
CONCLUSION
An appropriate B2B marketing message and the distribution methods of our
communication messages are very different. If we're a B2B as opposed to B2C company
using big businesses, consumer marketing tactics are not cost effective and are not likely
to produce the new business-to-business clients we seek. B2B sales prospects are very
different from B2C. B2B sales prospects are found in small vertical markets which require a
consultative selling and take longer to sell. B2B sales are higher ticket sales driven by a
rational sales approach that requires developing personal relationships. For B2B sales
prospects is a high lifetime customer value knowing the marketing differences between
B2B and B2C are just a big big step to achieving. The B2B sales lead prospecting success.
No comments:
Post a Comment