When approaching new contacts in the B2B market, relationship building is essential to you supplying your products and services. A relationship with another company and the individuals within that company can become an excellent partnership where you become the main provider for their requirements.
An excellent example would be the supply of company vehicles. A campaign by a leading provider of commercial vehicles may target businesses that deal in trades, courier services and other services such as florists, event planners and caterers. All of these different sectors would use a company vehicle in their usual working days. Targeting these businesses means that there is possibilities of more than a one-off purchase and can promise a long-term supplier contract.
An excellent idea is to ensure that you have an online presence in place too. Research in the B2B market has found that businesses consider different methods of marketing as extremely important compared to consumers. More than 41% of potential B2B clients will research your content online in order to gather more information about your company before contacting you, whereas consumers will rely more on reviews.
It is essential to remember that building a relationship is important in B2B marketing. Whereas B2C relies considerably less on creating relationships at the beginning, this does develop over time through brand building due to the very nature of consumer buying. Due to the amount of companies being less than the amount of consumers, building and maintaining a relationship is more beneficial and could mean that you secure a lucrative and long term deal.
If you would like to approach businesses with your products and services, let us know and we are happy to help.