The B2B market is full of challenges and needs that are different from other markets. Therefore, the behavior of the B2B buyer in the decision-making and relationship process is very specific and particular.
Industries, factories, companies, distributors and resellers have different concepts and values from the B2C scenario, from the search to the moment of purchase.
Before we understand the reasons that influence these processes, we need to understand the B2B consumer's purchasing journey. Check it out!
WHY SHOULD YOU UNDERSTAND THE BUYING DECISION PROCESS?
Nowadays, the more you understand your audience, the better your company will be able to serve them and positively surprise them throughout their consumer journey.
In addition to converting sales, you need to have enough information to help your brand build customer loyalty. Loyalty is nothing more than building a relationship. And, as in any long-term relationship, knowing who is on the other side is essential.
B2B PURCHASE DECISION PROCESS
The B2B purchasing decision process has always canada whatsapp number been longer, with several different steps and several hierarchical levels. However, when it comes to searching for information, products or services, B2B consumer behavior is changing and following the path of B2C.
In research conducted by Google, 89% of B2B buyers search for suppliers online. The research also shows that 71% start their search with common terms and conduct approximately 12 searches before deciding to buy from a brand.
This information exposes the entire purchasing journey specific to this market, which is increasingly getting to know and interacting with other companies. Understand the process:
DISCOVER AND LEARN
At first, the B2B buyer doesn’t know (or doesn’t know very well) that he or she has a problem or need; he or she is still beginning to take an interest in a topic. Therefore, this is the ideal time to capture your lead’s attention.