Selling B2C VS B2B
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Summary
- When selling directly to consumers (B2C), you can often close a sale on the first interaction if the average purchase is under $600. These are usually impulse buys and require strong salesmanship and effort.
- In B2C, you might use ads that lead directly to a phone call or in-person appointment. Very little branding is needed, especially for local services.
- Business-to-business (B2B) sales need more interactions because you're dealing with multiple stakeholders in a company.
- The larger the company you're selling to, the more people you'll need to talk to and the longer the sales process will be.
- Generally, B2B sales take more time, but they often result in bigger contracts and more significant customers.
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How To Take Action
I would suggest implementing a sharp focus on your sales tactics based on who you're selling to. If you're in B2C and your product or service is under $600, aim to make the sale in your first interaction. Concentrate on impulse buying through direct methods like ads that lead to phone calls or in-person meetings. You don't need much branding, especially if you're offering a local service. Keep it straightforward and engaging.
On the other hand, if you're working in B2B, prepare for a longer sales process. It's important to interact with multiple stakeholders in the companies. The bigger the company, the more people you'll need to talk to. Take your time; the payoffs can be substantial with large contracts.
A good way of doing this is by mapping out the decision-making chain within the companies you're targeting. Make a checklist of all potential stakeholders. This will keep you organized and increase your chances of closing the deal.
Finally, always bring your A-game in salesmanship, regardless of whether you're in B2C or B2B. Effort and persistence are key. Keep refining your pitch based on past interactions, learn from them, and keep pushing for the sale with confidence and clarity. This way, you can optimize your time and resources while maximizing results.
