In B2B, transactions require rational decisions based on specific needs. In B2C, emotions and experiences play a central role in the purchasing decision. In addition, the approaches and strategies for each segment vary greatly and reflect the expectations of the respective audiences.
This distinction is important because, regardless of the model, providing a quality experience is essential to success. In fact, 73% of consumers consider a good experience a deciding factor in their purchasing decisions .
[MANUAL]
How to set up a home studio to record video classes?
In this e-book we teach you step by step how to record your classes at home, but with the quality of a professional studio .
I WANT THE MANUAL
Understanding what differentiates enterprise and retail sales allows you to more effectively connect with your target audience and meet their needs accurately and strategically.
Want to learn more about the topic and how understanding the difference between both business approaches can help you choose the ideal strategy for your business and sales? Continue reading this post!
What is B2B and B2C?
B2B, or “Business to Business”, refers to companies that negotiate directly with other companies, that is, always between CNPJs. B2C, or “Business to Consumer”, refers to companies that sell directly to the end consumer.
In business-to-business sales, negotiation takes place in different contexts, for example:
product resale : a publisher that sells books to bookstores and educational networks;
specialized services : marketing agency that offers advertising campaigns for major brands;
transformation : companies that produce materials or inputs, such as steel, and sell them to other companies that transform them into final products, such as cars or household appliances.
On the other hand, the B2C model is the type of commerce we are most familiar with in our daily lives. From going to the supermarket to subscribing to a streaming service, this approach involves companies that offer products or services directly to people, such as:
traditional physical commerce: everyday stores, such as pharmacies, supermarkets and bakeries;
e-commerce: digital platforms such as Mercado Livre and Shopee, which have a wide variety of products, from electronics to household items;
services: contracting music, series and film streaming services or specialized subscriptions, such as wines or books.
But it’s not all black and white. Some companies explore both the B2B and B2C markets and create solutions that cater to different audiences. Instead of focusing on just one type of customer, they expand their operations to reach both.
For example, a graphic design company that offers custom services to businesses in need of a visual identity, while marketing template packages directly to individual entrepreneurs.
Another example is a kitchenware brand that sells its products in large quantities to restaurants, but also makes an exclusive line available to consumers through e-commerce.
What is the difference between B2B and B2C?
The main difference between B2B and B2C is the target audience : B2B involves business-to-business negotiations, while B2C serves consumers directly. This distinction affects the entire sales process, from purchase volume to marketing strategies and the way of interacting with customers. Check it out!
1. Purchase decision process
In B2C, purchasing decisions are often made quickly and individually. Think of someone choosing a shirt in a clothing store or a product in a drugstore. There is no need to think too much or consult with other people before making a decision.
In B2B, however, the scenario is quite different. A sale to a company usually involves several decision-makers, such as the finance and legal departments, and even senior management. Since these purchases affect many areas of the company, the process is more complex and time-consuming.
2. Length of sales cycle
In B2C, the sales cycle is short and direct. Imagine buying a piece of clothing, which happens in just a few minutes, without the need to make any major decisions.
In business-to-business transactions, the scenario is different: the journey is usually long, sometimes lasting months, with detailed negotiations and approval stages at various levels.
3. Average transaction value
In B2B, the average value is higher. A single transaction in this business model involves the acquisition of industrial equipment, advanced technological solutions or long-term service contracts.
In the retail market, negotiations generally involve lower values and routine purchases, such as beauty products, clothing or electronics.
4. Customer loyalty and relationship
Building long-lasting relationships is a hallmark of B2B. Once a company chooses a supplier, it tends to be a long-term partnership, especially if the supplier plays an important role in the customer’s operations.
While brand loyalty is a goal, consumers have many options available to them and are easily attracted to promotions or new products from competitors.
5. Payment options
In the corporate market, payments are typically structured and negotiated based on customized contracts, which include longer payment terms or specific conditions, such as invoiced bills.
On the other hand, in B2C the process is germany business fax list simpler and more immediate, with a variety of possibilities available, from credit cards to digital wallets and PIX, which allows for faster purchases.
6. Marketing strategies
B2B marketing focuses on building trust. Companies invest in educational content, events, and technical demonstrations to showcase their expertise and build strong relationships with their customers.
Meanwhile, B2C marketing is more emotional and focused on the consumer experience . Campaigns capture attention and foster an immediate connection through social media, influencers, and advertising.
Also watch the video:
What are the B2B and B2C sales techniques?
B2B and B2C sales techniques differ because they serve audiences with different needs and behaviors. In B2B, a more strategic and personalized approach is required. In B2C, the focus is on speed and creating an emotional connection with the customer. Check it out!
B2B Sales Tactics
Here, the salesperson acts as a consultant and deeply understands the needs of the client company to offer the ideal solutions. Building a relationship of trust is essential, as the goal is to establish long-lasting partnerships.
long sales cycle: involves several stages, from initial prospecting to negotiation and closing, in addition to passing through multiple decision-makers within the company;
strategic prospecting: uses market research and information about new companies to identify opportunities;
in-person visits and detailed presentations : demonstrate the value of the solution offered and allow the contracting company to see the clear benefit of the partnership.
B2C Sales Tactics
In B2C, the focus is on capturing the consumer's attention and guiding them through a simple and effective purchasing journey. The sale occurs in a short cycle and depends on the customer's emotion and experience.