Companies that provide products or services to other companies must consider very specific profiles. This is because their customers— B2B buyers —don't respond to personal needs and desires, but rather to business and organizational needs.
Within every organization, there are profiles dedicated to researching and determining which company best meets business needs at a specific time.
So, the decisions B2B companies must make to attract customers instagram database include how to communicate, what message to send, which are the best channels, and how to effectively resolve the doubts of the people involved in buying for their companies .
In this sense, businesses that target other organizations use buyer personas that represent business buyers, and based on these references, they develop business models.
Below, we'll tell you about aspects of this process and how to make it bear the best results.
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Types of B2B Buyers
The B2B buyer is typically a professional with an academic background . You must convince them with concrete information about your product or service and demonstrate your expertise in the field, as well as your competence.
Characteristics of B2B Buyers
The general characteristics of B2B buyers are:
They are based on logic and focused on solving current problems within their companies. They cannot be influenced through emotions.
They are critical. Their trust must be supported by a contract that guarantees excellence in service and/or product.
They generally have technical training .
Because their path to purchase is longer than that of B2C buyers, their CPA (cost per acquisition) is higher.