Who is the modern B2B buyer?

[tonmoypramanik]

Let's start by going back a few years and looking together at what the world was like without the Internet and social networks. Back then, information was in your hands and the consumer could only become aware of it through your communications.

Your future customer's purchasing process began immediately as soon as he became aware of his need. He would therefore pick up the phone or take advantage of one of your prospecting actions to ask you for help.

Today, due to the volume of information available on the Internet, the modern buyer no longer depends on you as a seller because he can access in a few clicks all the information he needs to make his purchasing decision. The modern buyer is therefore everywhere, behind his screen, his tablet or his smartphone. The challenge for you is to attract his attention... and keep it!

The modern buyer is very well informed about your company and your products.
When the modern buyer needs a product or service, they can easily find answers to all poland email list their questions online. They can research your competitors and easily compare information on your prices, have access to your customer reviews and comments. They can go even further by identifying and interacting with other buyers in a search for feedback.

The modern buyer has all the elements at their disposal to make their purchasing decision without ever contacting the company or speaking to a salesperson. Beyond this new practice, keep this statistic in mind: 57% of B2B buyers begin their purchasing process without having spoken to the company they are going to do business with.

Because the way the modern buyer researches and identifies suppliers has changed, your sales process must adapt to this change. You must move from the era of aggressive and intrusive telephone prospecting to a proactive approach based on the concepts of Inbound marketing.

How? By listening, analyzing and providing advice and recommendations. The modern buyer has already learned about your company on your website. He expects more from you than just dictating information he already knows. He needs help and validation that you are the right service provider to help him solve his problems and achieve his goals.

Your modern buyer's experience needs to be personalized
Some companies, historically from e-commerce, are naturally very attentive to the behavior of their customers. They follow them and, depending on the pages visited and the products purchased, are able to make personalized suggestions and thus develop their turnover. For example, blue plastic cups would be perfect with your outdoor tablecloth.

More generally, personalizing messages has a dual benefit: not only does the customer stay in touch with your brand, but it also encourages customers to return to your site and thus avoid going to your competitors.

Be careful, it is not enough to send an email to your prospects and customers to keep them engaged with you. The modern buyer expects from you a unique communication adapted to his stage of the purchasing process.

By creating effective content marketing that attracts the right people and finds them in the right place at the right time, Inbound Marketing supports the modern buyer in their quest for information.

The Inbound Marketing methodology is broken down into 4 steps:

Attract visitors to your site
Transform these visitors into qualified leads
Convert these prospects into customers
Build customer loyalty to make them your ambassadors


how to prospect on social networks



Your website traffic numbers can be misleading. You don’t really want a 200% increase in your website traffic in 6 months. What you want is an increase in qualified visitors, i.e. leads .

By implementing the Inbound Marketing methodology through the creation of blogs, the optimization of your natural referencing and your website as well as through publication on social networks, you will activate all the levers of web marketing to attract quality prospects and therefore modern buyers in their search for information.