Business-to-Business (B2B) Marketing is different
Business-to-Business (B2B) Marketing is not the same as consumer advertising and marketing. Business owners and decision makers work in a different language than consumers.
If your business sells a product or service to other business, chances are you have a longer sales cycle and a very targeted audience. You need a marketing partner with B2B expertise. B2B marketing approaches have to be different — and even more so when working on a larger scale. Nationally or locally, we can help your B2B company grow.
Business-to-Business marketing is a unique and special way to work. DBC Digital has the team and experience to not only speak that B2B language, but to help you drive the conversation to your benefit.
A Different Set of Emotions and Priorities
B2B Marketing must focus on a different set of Buyer’s emotions and priorities.
While B2B marketing is not emotionless, B2B prospects and buyers are not outwardly moved by typical B2C (Business-to-Consumer) motivators, such as impulse buying or status. B2B buyers deal with different emotional motivators. For example, B2B buyers fear making the wrong decision because it can affect their job security.
B2B buyers also deal with the uncertainty in their forecasted ROI. All these factors are very real emotional motivators to the B2B buyer. Nike’s “Just Do It” messaging wouldn’t play too well in the B2B world, so B2B marketers need to understand and address these differences.
Where to Start
We start from the bottom and work our way up, developing your message and building consistency in your brand that motivates the B2B buyer. Using unique and proprietary tools like “The Buyer’s Journey,” we ensure that every part of your organization uses the same effective messaging and says it with a single, powerful voice. That’s the language of business. Your business-to-business prospects and your clients will listen.