It is also important to target potential customers

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Based on the points mentioned above, it may seem that emotions do not play a role in B2B. Although it may be harder to realize, those who represent companies and buy for them are also people. Therefore, it is necessary to influence their emotions in order to gain trust. According to experts, it is desirable to conduct extensive research before approaching the target customer, as the risk that the customer will not make a purchase decision is high.

who already have some awareness of the company and use appropriate tactics appropriate for this stage of their journey . The brand should leave a good impression so that potential customers gain trust and interest in doing business with the seller, and move into the consideration stage.

While B2B customers enjoy interacting with managers and sales team members, they much prefer a simple and smooth purchasing process, clear websites, and seamless editing of their account information on these sites. It is therefore advisable to eliminate unnecessary steps throughout the process to make it as pleasant as possible for shoppers.

Another important aspect is website traffic . This should not be underestimated either. B2B marketing can cash app database attract visitors to your site who can later become potential and paying customers. More traffic to your site can also help your website rank higher in search engine results. ( ProofHub )

Transformation into the digital world and the modern customer
The behavior of the old B2B customer could be divided into four stages: awareness, interest, desire, action (purchase). Sales representatives used to go to various events and trade shows, call potential customers and conduct business in person, face to face. However, these tactics are no longer as effective as they used to be. One reason is that a large part of B2B customers are millennials, who usually do not like calling. Another reason is the number of people within the company who are involved in the purchase decision. The modern customer also often does their own online research and by the time they contact a sales representative, they are often halfway through their journey and have a certain overview. In fact, it has been found that 90% of customers return several times during their product purchase journey and repeat one or more steps before purchasing the product.

The modern customer journey is therefore full of loops and turns, and involves multiple people. They start by gaining awareness, then they deliberate together, and then they come back to explore and discover. Then they buy the product and, if they are satisfied, they become loyal customers.