II. Adapt your approach to different types of B2B buyers
Posted: Sat Jan 18, 2025 5:22 am
Each type of buyer has their own needs and preferences, so it's vital to tailor your approach accordingly.
Here are the different types of B2B buyers you may encounter:
The purchasing department buyer: This very pragmatic official buyer focuses on the financial and logistical aspects of purchasing.
The end user of the product (or service): is the type of buyer most influenced by the characteristics and advantages of the product.
The internal prescribing buyer: usually recommends a product to the official buyer and greatly influences the final purchase decision.
The non-buyer external prescriber: This highly respected external consultant or expert recommends that the company purchase a product.
The economic buyer: very sensitive to costs, focuses on the economic advantages of the product but remains vigilant regarding quality and reliability.
Technical buyers: Often engineers or experts in their field, they analyze and evaluate the technical characteristics of the product.
Buyers with a strategic agenda: Driven by the company's strategic priorities, they are sensitive to product features that can help them achieve their goals.
The purchase sponsor: an influential person within the company (management or others) who can play a decisive role in the purchase decision and should be involved in the purchase process from the beginning.
Collaborative purchasing: in this case, since the purchasing decision is made by a group of people, it is necessary to understand the dynamics of this group, and the functions and responsibilities of each of the members, in order to ensure that everyone joins in and influences the final decision.
III. Develop a strategy to attract qualified e-commerce buyers
B2B customer acquisition is the process of finding and identifying potential customers that meet a company's specific criteria. To implement a customer acquisition strategy that specifically targets your buyer personas, you have several options...
Offer your products on specialized B2B marketplaces
B2B marketplaces are online platforms that connect buyers and sellers. They have become an increasingly popular online sales channel for businesses, as they allow them to reach new customers without spending a lot of money.
By using so-called “vertical” marketplaces – those that specialize in a particular field, rathe argentina mobile phone number list r than generalist ones – companies can target a more qualified audience. For example, a company that makes orthopedic devices can use a specialized medical marketplace, such as MedicalExpo , to reach truly qualified and interested buyers. In addition, B2B marketplaces can offer benefits such as customer relationship management (CRM) tools, digital communication and online collaboration tools, as well as sales tracking features.
Taking care of your SEO for search engines
SEO (Search Engine Optimization) is a strategy that consists of optimizing the content of your website for search engines such as Google. This strategy is essential to attract potential customers to your website and to the product positions in the marketplaces in which you are present. To do this, it is important to identify the keywords relevant to your business and create quality content that answers the questions and needs of your potential customers.
Here are the different types of B2B buyers you may encounter:
The purchasing department buyer: This very pragmatic official buyer focuses on the financial and logistical aspects of purchasing.
The end user of the product (or service): is the type of buyer most influenced by the characteristics and advantages of the product.
The internal prescribing buyer: usually recommends a product to the official buyer and greatly influences the final purchase decision.
The non-buyer external prescriber: This highly respected external consultant or expert recommends that the company purchase a product.
The economic buyer: very sensitive to costs, focuses on the economic advantages of the product but remains vigilant regarding quality and reliability.
Technical buyers: Often engineers or experts in their field, they analyze and evaluate the technical characteristics of the product.
Buyers with a strategic agenda: Driven by the company's strategic priorities, they are sensitive to product features that can help them achieve their goals.
The purchase sponsor: an influential person within the company (management or others) who can play a decisive role in the purchase decision and should be involved in the purchase process from the beginning.
Collaborative purchasing: in this case, since the purchasing decision is made by a group of people, it is necessary to understand the dynamics of this group, and the functions and responsibilities of each of the members, in order to ensure that everyone joins in and influences the final decision.
III. Develop a strategy to attract qualified e-commerce buyers
B2B customer acquisition is the process of finding and identifying potential customers that meet a company's specific criteria. To implement a customer acquisition strategy that specifically targets your buyer personas, you have several options...
Offer your products on specialized B2B marketplaces
B2B marketplaces are online platforms that connect buyers and sellers. They have become an increasingly popular online sales channel for businesses, as they allow them to reach new customers without spending a lot of money.
By using so-called “vertical” marketplaces – those that specialize in a particular field, rathe argentina mobile phone number list r than generalist ones – companies can target a more qualified audience. For example, a company that makes orthopedic devices can use a specialized medical marketplace, such as MedicalExpo , to reach truly qualified and interested buyers. In addition, B2B marketplaces can offer benefits such as customer relationship management (CRM) tools, digital communication and online collaboration tools, as well as sales tracking features.
Taking care of your SEO for search engines
SEO (Search Engine Optimization) is a strategy that consists of optimizing the content of your website for search engines such as Google. This strategy is essential to attract potential customers to your website and to the product positions in the marketplaces in which you are present. To do this, it is important to identify the keywords relevant to your business and create quality content that answers the questions and needs of your potential customers.