B2B buyers tend to have a very technical and expert profile . They know what hurts them and are looking for a solution to their problem. They may not know all the options available on the market, but they don't want to put up with the nonsense of salespeople who use a 'one-size-fits-all' strategy. According to Forrester, 59% of buyers prefer to do online research rather than interact with a salesperson because they only want to sell, not provide solutions. The solution is to create trust through an inbound sales process. In future posts we will go into more depth on this concept.
Hyperconnection . Just like the retailer, the B2B buyer does research on who is selling something to them. If the salesperson's company is on LinkedIn, it provides the potential customer with information on the number of senior employees, their level of education, their professional activity and influence, as well as the right contacts and the company's experience. Today, success stories, client lists and an appropriate selection of industry insights are key to supporting a proposal and moving forward in the purchasing process. In B2B, a reference from another client is always important and offering them online, leveraging positive reviews and solutions for others, is also important.
Information access technology empowers the consumer, but it also makes them understand the risk of opportunity cost . Is this proposition better than another one they don't know about? That's why you need to provide valuable and honest content so they feel confident that they are making the right decision.
Complex decisions . A B2B transaction is rarely decided in a short period of time: between six months on average for contracting services and 24 months for the acquisition of high-value capital goods, depending on many factors and deadlines. Therefore, the traditional phrase of the salesman of always “they already know us there” is out of place. The client must be accompanied before he knows that he is going to be a client. On the other hand, a contract usually depends on several departments and people. The purchasing department wants to lead the process; the financial department, conditions; the IT department, looks for the best features; the industrial department, wants to improve its productivity; the marketing department, performance of its KPIs…
How can Bannister Global help you with democratic republic of the congo email list your inbound marketing? An effective marketing strategy starts with a good partner who will accompany you in these steps:
When it comes to inbound marketing platforms, we have to mention HubSpot . Just as a very high percentage of people would have little doubt if they were asked to choose a brand of tissues, bread or aluminium foil, HubSpot would be the equivalent of Kleenex, Bimbo or Albal in the world of inbound marketing.
Let’s start with the basics. What is HubSpot? Simply put, it’s a leading inbound platform that provides its clients with powerful marketing and sales software to attract visitors, convert leads, and acquire customers.
In a single space ( all-in-one software ), this platform integrates all the tools necessary for inbound marketing : websites, blogs, SEO, social networks, landing pages , forms, email marketing, CRM, automation, analytics... A wide list of features.
More than a decade of experience.
