Why B2C Marketing Stuff doesn’t work in B2B

Quite often management and marketing assume the marketing that is successful in retail (B2C) will also work for their B2B business.
However marketing in B2C is very different of marketing in B2B.

Potential Customer Quantity

For start the number of the potential customers is much smaller than in B2C: thousands instead of millions.
In B2C it is feasible and effective segmenting their target market for different marketing messages.
In B2B business marketing the number of companies will become too small in one segment as it almost becomes a unique segment per potential customer.

Social Media is not for B2B

Applying Social Media methods like in B2C is not feasible too as people are on social media but not their companies as the audience. Companies are using social media as communications channel for promoting their own products, but they are not part of the masses taking part in Social Media.

Sales Deal Value

Moreover the higher the sales deal value the more personalized marketing messages are required. In B2C the sales deals are rather low $15 to $1000 (except when it comes to buying a new car which only happens every 5 years).

In some B2B businesses the sales deal value can range from $500 to $5,000 -having a larger audience thus some B2C marketing strategies could apply.

However most B2B sales deals are way over $10,000 easily reaching $100,000 or even millions. As such the audience is much smaller

Unique or Personal Message

Instead of having generic messages that apply for and appeal to larger potential customer groups as in B2C, the messages should almost become personal or unique in B2B. This can be appropriate when the potential sales deal value is high enough.

There are many reasons why retail marketing isn’t appropriate for business marketing.

Are your CxO also confusing their B2B with B2C marketing ?

 

Leave a Reply

About us

Engago Technologies provides a B2B web service for marketing and sales.
 

About web lead generation

 Get more leads: 30 day free trial

 See companies visiting your website: Visiting companies  Your potential hot leads to contact


Meta - Subscribe

 Subscribe in a reader
     RSS Really Simple Syndication

By email:




Translate

English flagItalian flagGerman flagFrench flagSpanish flag



Search




Topics




Archives




Blogroll









Alltop, confirmation that we kick ass

Online Marketing Toplist

Add to Technorati Favorites

Add to Google Reader or Homepage

Subscribe in Rojo

Add to My AOL

Add to netvibes

Subscribe in Bloglines

Add to The Free Dictionary

Add to Excite MIX

Add to netomat Hub

Add to fwicki

TopOfBlogs

Add to Webwag

Search For Blogs, Submit Blogs, The Ultimate Blog Directory

Business Blogs - Blog Top Sites

Blog Directory for USA

Business Blogs - Blog Rankings

Twingly BlogRank

Find the best blogs at Blogs.com.

Business

Webfeed (RSS/ATOM/RDF) submitted to http://www.feeds4all.nl

Marketing & SEO Blogs - Blog Top Sites

Links: Paperblog

Dr.5z5 Open Feed Directory

NewsGator

Feedage Grade A rated

blog directory

Business blog

Top  blogs

Blog Directory

Internet Marketing Blog Directory

Top marketing blogs award

The LEADSExplorer Blog

Top marketing blogs


Blog Ping Tool
Hypersmash.com
Ping your blog