In general, the classic purchasing process of a customer can be divided into three different “moments of truth”. While a potential customer is in the orientation and research phase in the “zero moment of truth”, a potential customer is in the “first moment of truth” B2B companies phase immediately before the actual purchase is made. In the “sequential moment of truth” phase, on the other hand, the buyer will experience the product or service and report on it. Of course, he does this in a personal exchange. However, he also expresses his opinion on the Internet, which in turn offers an advantage for other users. They can see first-hand that the advertising promises are true.
Use of salespeople in the B2B companies purchasing process
Potential B2B customers nowadays use moj database the Internet to find out more about their needs, about companies or specific products and services. The exchange between users plays an enormous role here. The opinion of like-minded people is trusted much more than advertising promises. In addition, customers learn from their private actions and transfer this to their everyday professional life.
Just a few years ago, sales were involved B2B companies much earlier in the purchasing process of a potential customer. Nowadays, this is only the case much later. According to a Google study, only after 57% of the purchasing process has been how to increase online sales with the right analytics? completed. For companies that do not want to lose potential customers, this means that they have to get involved in their purchasing process much earlier than they currently do. If the traditional route is no longer possible, new paths must be taken.
Increasing reach thanks to social media marketing
Potential customers are increasingly using the Internet for their own purposes. A company must therefore be found at exactly the right time with the right information. Almost all users start their search with the help of a search engine. The higher the social media engagement, the higher the visibility for the B2B target groups. Due to its specific characteristics, such as the high reach, proximity to the customer and dialogue, social media marketing is the ideal tool for companies. This is the only way to attract potential customers’ attention at an early stage.
The chance of being found and B2B companies ultimately coming into contact with potential customers from the B2B environment arises frist database from increasing reach. This can be achieved through social networks, specialist articles, etc. The right information can be disseminated early on via blogs, websites or success stories. Dialogue can then arise in forums and networks, ultimately convincing customers of your know-how.
