As you look for resources for how to improve lead generation for your business, consider whether the resources refer to B2B or B2C because each is unique. You have to consider your customers when evaluating the best methods for your business.
You’ll find several similarities between lead generation in B2B vs. B2C
but you’ll also learn of many differences as you explore strategies. Here’s a look at similarities, differences and strategies you might consider.
Lead Generation in B2B vs. B2C
Before you dive too deep into lead genera georgia phone resource tion strategies, learn the differences and similarities between the two audience types.
1. Sales Cycle
B2B tends to have a much longer sales cycle than B2C. That’s because there are more parties involved in B2B purchasing decisions and more complexity in budget approvals and process changes. That means you’ll need to plan a much longer lead nurture series if your audience is B2B.
B2C decisions are often very transactional.
That means that once a buyer has decided it’s time for a purchase, they evaluate their options and make a purchase within a few days or lead generation tactics: turning clicks into conversions even weeks. It is less complicated, and you’ll only be marketing to one or maybe two individuals to close the sale.
2. Content Needs
Each audience has unique content needs. B2B audiences tend to be business people in key decision-making roles, likely C-suite or management. You’re speaking to a well-educated audience looking for in-depth information on the subject matter. Their standards will be high and you need to word everything clearly and intelligently to appeal to them.
B2C decision-makers are individuals. While business to consumer database they might be managers or C-suite in their professional lives, they are in a more relaxed setting when buying as a consumer. So it’s not to say they aren’t highly educated and knowledgeable about certain things, but the setting is different, which means you can be less formal.
B2C audiences tend to resonate well with infographics and how-to videos when learning more about your business and what you have to offer.
3. Audience Characteristics
Lead generation for B2B will likely be a narrow, specific market. Your goal is to get your products or services into their decision set when buying, which requires product promotion. Often, there are not as many competitors in the B2B space, which means it’s less about breaking through the noise and more about building awareness.
B2C buyers are often more diverse. The audience will include many types of people and could span enormous demographics. Marketing strategies will be about breaking through the noise and many competitors to reach the audience.
4. Social Media Impacts
Social media use between B2B and B2C buyers is also very different. When it comes to B2B, you’ll find that LinkedIn is popular and a good place to build awareness for products and services. But many other platforms aren’t worth the time and effort.
In contrast, B2B buyers won’t look to make purchasing decisions on LinkedIn. Instead, these platforms are the most influential in bringing in new customers.