The business partner and the decision maker

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tends to be important, but developing new customers is essential to increasing sales. However, compared to BtoC, which has a wide range of targets, it is not easy to develop new businesses in BtoB, which has a very narrow target. It is important to cherish connections and communicate carefully so as not to lose the small number of prospective customers easily. are different In BtoB, it is common for multiple people within the company to be involved in making a purchasing decision. Even if a good impression is


Obtained after negotiating with the person in charge who serves as the first point of contact, the person in charge rarely makes purchasing decisions alone. In many cases, the purchase is made through repeated approvals, from the person in charge to India WhatsApp Number Data the supervisor, and from the supervisor to the executive. Therefore, it is necessary to know early on who is the key person who has the authority to make decisions, and to take a comprehensive approach that includes the person in charge. Long consideration period As mentioned above, BtoB decision-making involves multiple parties, who consider products and services from various angles.






Compared to BtoC, where the period from first contact to purchase is short, the consideration period for BtoB is often longer. It is important to develop marketing measures from a long-term perspective, manage customer information, and be conscious of approaching customers at the right time. BtoB marketing flow Let's take a closer look at the flow of BtoB marketing. BtoB marketing basically progresses as shown below, from the stage of knowing the customer's needs to the stage of customer