At this point in your life or career, if you’ve done any selling, you’ve likely dealt exclusively with consumers, aiming to sell them products or services. You may have worked in a store or other retail location and thought about who these customers are and how to sell to more of them.
This type of consumer sales is known as B2C, or business-to-customer marketing. However, there’s another whole area of marketing known as B2B, or business-to-business marketing, that you may want to learn more about. You might also want to consider the many benefits of a career in this field. Developing your skills in B2B will make you a more valuable asset to any B2B business, and there are hundreds of thousands of them nationwide.
While many skills you’ve picked up in your days of B2C marketing can and do apply to B2B marketing, not all of them do. One key difference is how long it takes to cultivate a working B2B relationship compared to a B2C relationship.
When marketing to consumers, you want to get them to buy right away. You also want them to become repeat shoppers. However, with B2B marketing, it takes more time. You’re looking to form long-term bonds with another company, creating a mutually beneficial working relationship. This relationship can continue as long as it serves both companies, sometimes for years into the future. That means it pays to make a careful, calculated, and well-researched decision about working with a new company towards the beginning of that relationship.
You’re also going to have to re-learn how to sell to people. With B2C perhaps you’ve been trained on how to be as persuasive as possible without being in-your-face about it. You know ways to convince consumers to buy now. While interpersonal persuasion skills are always useful, they come into play in a different way with a B2B job. You’re likely going to pitch products, ideas, and concepts to business managers and sometimes even owners or CEOs. The way you speak to them and the way you present your product will differ from the way you’d pitch to a consumer.
If this seems like a big change, know that most B2B sales managers will train you on everything you need to know to pitch to these new business prospects. Overall you may spend more time learning the ins and outs of B2B sales compared to B2C sales. Typically with B2C you may only train for a few days or a week before you’re put out on the floor for the first time. With a B2B company it may be twice that before you’re ready to start making calls in person or by phone.
The biggest reason for that extended training? You have to know what you’re talking about. Not only will you learn the ins and outs of how to talk to different parties during your B2B training, but you’ll become versed in the products or services your company is presenting. You need to know a lot about these products to present them in the best light possible and land a lucrative contract.
One company that provides excellent training, salary and benefits in the field of B2B marketing is LogoNation. Learn more about this rewarding opportunity here.