How can an online store stand out in the B2B market

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Should B2B companies engage in social media promotion? Can they expect high sales there? How to set the right goals for social media?

Social networks are an element of content marketing that is necessary for almost any B2B company. Usually, social networks are not the main channel for distributing information, but an auxiliary one. You can measure the effectiveness of social networks through viewing depth or audience reach. But it is important to understand why you need this data. It is important to take this into account in order to return the client to the site or motivate him to subscribe to the newsletter. From our experience: VKontakte sells quite well, but you need to know how to approach these sales correctly.

, given that 90% of online stores offer free shipping, quality and service guarantees? What non-price promotions should be used?

So, I will answer the question using the case of my friends as an example. The guys are engaged in the sale of plumbing equipment - there is retail, but they earn most of their money thanks to B2B clients, that is, the main customers are hotels, construction companies, design companies. How do they work in this case? The price issue is one story. But they are engaged in professional consulting. The guys also go to the site, look at how the engineering systems are designed, look at the design of the project. They offer goods to clients, taking into account what exactly is needed, which relieves headaches, provides a full service. solve clients' problems. You need to understand this story, friends. In the modern B2B market, there are two types of sales. So, operational - this is when I say: I want an iPhone 6. I go to the Internet search and look for the cheapest option and also, for example, where they will give me a free case. There is a second type of client - this is when sales are consultative. For example, we come to a kiosk selling mobile phones and say: “You know, I want to have a phone with fast Internet because I need to upload high-quality photos. What do you recommend?” And the seller starts offering suitable models. That is, he consults the client based on values. If we talk again, this is a story about 4P and 4C — marketing mix — something I have not touched on today. But this is from the point of view of working in the goods market and realizing the needs of clients — slightly different approaches.


In texts on websites aimed at a B2B audience, is it more correct to focus on features or benefits?

It is important to convey the benefits of a taiwan consumer email list product or service to the client, but the properties will not hurt as an addition either. People perceive information differently: there are visuals (they perceive data well through infographics, video), audials (sound materials) and cinematic (it is important to feel the benefit). And there are audio-digital people, for whom the properties of the product are important. Consider human psychology - add videos to your texts, as well as words that describe sensations and other useful data.

How to develop interest in a completely new product or service in the B2B market? The target audience has been identified, there is demand, but there is no context or SEO on the network.

Content marketing can help with this. Write content that is useful not as a sales stimulator, but as a solution to a potential client's problem.

Where should I start if I want to become an email marketing expert?

There are two options: take courses on Internet marketing, where you will get theory and practice. Then, practice for a year and a half in real projects, gradually immersing yourself in the features of electronic marketing and pumping up as a classic marketer. There is another option - to do exactly the opposite. First, study to be a marketer , and then gradually go into technology.
There is an excellent article about who is an Internet marketer by Vladimir Davydov.