When you’re looking for resources on how to improve lead generation for your business, pay attention to whether the resources are B2B or B2C, because each is unique. Strategies for Both Business Models When evaluating the best methods for your business, you should keep your customers’ interests in mind.
You’ll find some similarities between email data B2B and B2C lead generation, but you’ll also learn about many differences as you explore the strategies. Here’s an overview of the similarities, differences, and strategies you can consider.
Lead Generation in B2B and B2C
Before diving into lead generation strategies, learn about the differences and similarities between the two audience types.
1. Sales cycle
The B2B sales cycle is typically much longer than B2C. This is because B2B purchasing decisions involve more parties, and budget approvals and process changes are more complex. This means you will have to plan for much longer nurturing series if your audience is B2B.
B2C decisions are often which domain to choose? transactional, meaning that if a buyer decides it’s time to buy, they evaluate their options and make a purchase within a few days or even weeks. It’s less complex, and you’ll only be dealing with one or maybe two people to complete the sale.
2. Maintenance needs
Every audience has unique content needs. B2B audiences are typically business people in key decision-making positions, most likely C-suite or management. You are reaching an educated audience looking for in-depth information on a topic. Their standards will be high, and you will need to articulate your message clearly and intelligently to appeal to them.
B2C decision makers are individuals. While they may be managers or senior executives in their professional life, when buying as a consumer they are in a more relaxed environment. This is not to say that they are not highly educated and knowledgeable in certain areas, but the environment is different and therefore they can be less formal.
B2C audiences tend to respond well to infographics and videos on how to learn more about your business and what you have to offer.
3. Audience characteristics
Lead generation for B2B is likely to be a narrow and specific market. Your goal is to get your products or services into their buying decisions, which requires product promotion. Often, there is not much competition in the B2B space, which means it is less about breaking through the noise and more about raising awareness.
B2C buyers are often more diverse. The audience will include many types of people and may span vast demographics. Marketing strategies will be designed to reach the audience through the noise and multiple competitors.