Maximas
Could anyone tell us about the core difference between B2B and selling to ordinary people please?
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B2B can be very complex, with long sales cycles and involving multiple departments and divisions who have a stake in the decision. You often have to be strategic as to the solution you're selling, and have value propositions that can expand across an entire enterprise while also having specific benefits within different lines of business.
While B2C purchases can be large (roof, solar, etc), you're typically dealing with 1-2 people and what they can budget for and finance. While trust is important in sales, it's critical for a large B2C purchase, and is very often price driven by necessity.
While B2C purchases can be large (roof, solar, etc), you're typically dealing with 1-2 people and what they can budget for and finance. While trust is important in sales, it's critical for a large B2C purchase, and is very often price driven by necessity.
Excellent summary!
More money
Mo money mo probz
I mean you should remember that they still are ordinary people.
Otherwise, @Sunbunny31pretty much summed it up.
Otherwise, @Sunbunny31pretty much summed it up.
Typically b2b is going to have significantly larger deal sizes, more stakeholders, and ultimately more work associated per deal cycle (at least in my experience)
B2B is much more consultative, meaning the pushy tactics that you see in B2C won't work. You need to identify who needs your product, dig into that pain, and clearly define next steps for them
In a single word I would say complexity.
B2C is typically more transactional while B2B the decision to buy affects a lot more people.
B2C is typically more transactional while B2B the decision to buy affects a lot more people.
People buy on emotion and justify it with logic.
For me, the core difference is that I'm dealing with professional buyers. They understand exactly what I'm selling, they use the same language, and they are coordinating with multiple sellers. The number of people involved is much higher because typically we have a buying agency, a creative agency, a platform, and the client themselves.
As with anything, it depends largely on what you are selling and to whom. Based on the responses so far I think a vast majority here only have exposure to one or the other. Our firm engages in both, and I can tell you that sometimes the B2C process is far more complex. Usually it is not though. As far as the “deal size” item that has been mentioned in comments, that also depends on what/whom, and if there are recurring revenues or just a pay for contract situation with whatever others here are slangin. We may get paid $180k on a “deal” this year, but also the AUM fee every single year as long as we have that client.
I got my MBA in Marketing and Consumer Behavior. Let me answer from that perspective-
The first difference is that B2B buyers are buying with someone else's money. That makes them likely to spend more than they might spend on their own purchases, but also makes their decisions less emotionally impactful.
Secondly, many have already mentioned it, but B2B sales typically involve more complexity. That complexity can come in larger committees with unclear roles and influence, multiple departments with competing priorities, and frequently the products being sold are more complex, though not always. This introduces a new level of politics and complexity into a sales process that, frankly, muddies the waters compared to standard B2C sales.
Finally-The hours are different. B2C focuses on customers when they're not at work. B2B focuses on customers when they are at work, or at work events. That's not to say that B2B sellers get off easy only working 9-5 (time zones, events, and travel negate that schedule) but the clock for your customer changes drastically.
This is not comprehensive, and like most rules should be treated as suggestions and guidelines rather than gospel.
The first difference is that B2B buyers are buying with someone else's money. That makes them likely to spend more than they might spend on their own purchases, but also makes their decisions less emotionally impactful.
Secondly, many have already mentioned it, but B2B sales typically involve more complexity. That complexity can come in larger committees with unclear roles and influence, multiple departments with competing priorities, and frequently the products being sold are more complex, though not always. This introduces a new level of politics and complexity into a sales process that, frankly, muddies the waters compared to standard B2C sales.
Finally-The hours are different. B2C focuses on customers when they're not at work. B2B focuses on customers when they are at work, or at work events. That's not to say that B2B sellers get off easy only working 9-5 (time zones, events, and travel negate that schedule) but the clock for your customer changes drastically.
This is not comprehensive, and like most rules should be treated as suggestions and guidelines rather than gospel.
Ordinary People can make decision right on the spot. You only need to convince that one person... B2B is more often a process within a company with a lot more people involved in the decision making.
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