Subcontractor organization
Posted: Tue Jan 21, 2025 10:40 am
Increases the efficiency of key sales channels (customer journey development, marketing research).
Thus, digital marketing has an auxiliary function in "long" sales.
You will naturally ask, if not powerful digital marketing, not online advertising, etc., then what will help me quickly improve the situation, increase sales? Hasn't modern marketing come up with such a pill?
And you will be right. There is the most important thing, such a red pill from Morpheus, and it is a customer journey map.
digital marketing b2b
Customer Journey Map – Your Trump Card in B2B
In B2B, the transaction cycle is long and the chain of making a purchase decision (concluding a contract) is often complicated. Let's look at it using the example of the market for expensive facade systems.
In this market, the decision is made not just by a few people, but even by several companies. The idea needs to be sold:
to the owner of the building;
to the architect;
design organization;
If we offer an expensive and complex product to the end link - a subcontractor, we will sell it cheaply, since we will be compared with competitors only by price. Therefore, in the premium segment, sales are built by softly promoting the idea along the entire chain, starting with the top link - the owner.
It is great if you understand the decision-making chain for your product well. And if not, what to do? Develop a customer journey map (often found in literature as a customer journey map) by the a deep dive into the demographics of the u.s. chinese population department or an external contractor.
Customer Journey Map — Simple Development Stages
If you have been working in the market for a long time, the first thing you need to do is talk to regular customers. Ask them how they chose you. This communication will help you understand which channels are really important and what role each of them plays. If you are doing this for the first time, you will find many discoveries.
For example, our client, whose business is related to the supply of complex equipment, did not pay any attention to specialized forums. Someone told him that "forums died a long time ago, the era of SMM has come." But after talking to clients, the company's director discovered that forums formed the lion's share of trust in his business. Specialists communicate very closely with each other on them, this is where they get initial knowledge about brands, the quality of their products, problems with spare parts and repairs. While forums really do not work in most segments, in technically complex products they are still the most important channel for gaining knowledge about products and what each supplier is like.
Thus, digital marketing has an auxiliary function in "long" sales.
You will naturally ask, if not powerful digital marketing, not online advertising, etc., then what will help me quickly improve the situation, increase sales? Hasn't modern marketing come up with such a pill?
And you will be right. There is the most important thing, such a red pill from Morpheus, and it is a customer journey map.
digital marketing b2b
Customer Journey Map – Your Trump Card in B2B
In B2B, the transaction cycle is long and the chain of making a purchase decision (concluding a contract) is often complicated. Let's look at it using the example of the market for expensive facade systems.
In this market, the decision is made not just by a few people, but even by several companies. The idea needs to be sold:
to the owner of the building;
to the architect;
design organization;
If we offer an expensive and complex product to the end link - a subcontractor, we will sell it cheaply, since we will be compared with competitors only by price. Therefore, in the premium segment, sales are built by softly promoting the idea along the entire chain, starting with the top link - the owner.
It is great if you understand the decision-making chain for your product well. And if not, what to do? Develop a customer journey map (often found in literature as a customer journey map) by the a deep dive into the demographics of the u.s. chinese population department or an external contractor.
Customer Journey Map — Simple Development Stages
If you have been working in the market for a long time, the first thing you need to do is talk to regular customers. Ask them how they chose you. This communication will help you understand which channels are really important and what role each of them plays. If you are doing this for the first time, you will find many discoveries.
For example, our client, whose business is related to the supply of complex equipment, did not pay any attention to specialized forums. Someone told him that "forums died a long time ago, the era of SMM has come." But after talking to clients, the company's director discovered that forums formed the lion's share of trust in his business. Specialists communicate very closely with each other on them, this is where they get initial knowledge about brands, the quality of their products, problems with spare parts and repairs. While forums really do not work in most segments, in technically complex products they are still the most important channel for gaining knowledge about products and what each supplier is like.