Differences between b2c and b2b Marketing Strategies

eliminate

In the B2C e-commerce model, most people will think that "inventory and logistics" are natural factors, and these two are also high-cost factors. Since these two pieces are relatively high-cost factors, can they be eliminated? Most people's first reaction is: definitely not. Nothing is impossible, there are always more solutions than problems, and some e-commerce websites cancel these two links. There are two ways to eliminate these two links:

1. Sell information products, not physical products.

2. If you sell physical products, you need to integrate related resources.

decrease

B2C websites are smashed by countless advertising fees. The biggest advantage of the network is that it is a low-cost marketing platform. B2C websites want to achieve rapid development, reduce hard advertising and marketing costs, and then spend more energy on marketing innovation.

create

1, shopping guide information: Most B2C websites display and sell products, and the content is monotonous, so it is difficult to keep repeat customers. Many buyers face many similar products when there is demand, and the choice will make them blind. If there is very reasonable shopping guide information for them to objectively understand and compare the goods they want to buy, they can buy goods that satisfy them. Satisfy customers, and customers will continue to buy products on your website. When customers buy products, they buy not the products themselves, but the benefits they bring to users. Humanized shopping guide information can help users get the benefits of various products quickly.

2. Shopping culture: Most shopping websites lack one thing, that is, shopping culture. What is shopping culture? It is to make your shopping website create an atmosphere, and let users feel that it is a pleasure to buy your products in this atmosphere.

Warehousing logistics service

With the development of e-commerce, the logistics and distribution business has become increasingly huge, and even the market situation of short supply has appeared. Therefore, the warehousing and logistics industry has become extremely hot in recent years. In addition to warehousing, consignment, logistics and distribution, the main business of such enterprises also includes distribution tracking, complaint handling of end consumers' returns, etc. And comprehensive warehousing and logistics companies will also help suppliers to provide specific logistics solutions, such as efficient distribution solutions, low-cost distribution options and so on. Such enterprises are mainly concentrated in Shanghai, Beijing, Guangdong and other resource-intensive cities. For example, the smart factory warehousing and logistics company in Shanghai has developed into a well-known logistics distribution base in China in just three years. It has not only opened e-commerce cooperation platforms such as Taobao, Tmall, JD.COM and 1, but also served small and medium-sized shop sellers, focusing on brand cooperation, such as Sanzhuliang, Converse flagship store, Shanghai Daily Chemical, and Tianmeijian Tmall official flagship store. When choosing this kind of enterprise, we mainly consider the delivery speed, logistics delivery cost, product safety and order processing ability.

raise

Payment method: Most B2C websites only choose two or three simple payment methods. In fact, whether the payment method is convenient or not directly determines the user's desire to buy. Most consumers are impulsive shoppers. If they encounter some troubles in the shopping process, these consumers will turn into rational shoppers. Therefore, the more convenient the payment, the better the sales of B2C. And this one is particularly important. The biggest reason why SP industry in China can have such a crazy market is the convenience of payment. If SP's services were all paid by remittance to the post office, there would be no market today. If you want to be a B2C industry, you must make the payment method above the industry standard. If it is the most convenient, it will be very beneficial to sales.

Mode of operation

1. Charge service fee;

2. Membership system, which charges membership fees according to different ways and service scope;

3. Reduce the price and expand the sales volume. The low price has attracted online buyers, the click-through rate has increased, and the number of visitors has continued to climb.

B2B marketing strategy

1, a B2B industry website with product supply and procurement information service as its main business model.

2. B2B industry websites with franchise agency service as the main business model.

Enterprises whose products directly face consumers will generally find franchisees and agents to sell their products. Generally, the business model of such enterprises is design+sales or design+production+sales. This kind of website is designed around the needs of brand companies and distributors. For example, clothing websites should do a good job in industry information such as trends, galleries and fashion trends, comprehensively collect clothing brand information, and establish a huge and accurate database of franchisees and agents. The profit model of such websites is mainly to collect advertising fees and membership fees from brand enterprises, especially advertising fees will account for a large proportion.

3. B2B industry websites with OEM information service as the main business model.

Industries that focus on production outsourcing services have the following characteristics: the profit model of this kind of B2B industry websites is to collect money from factories, find better orders for factories, provide on-the-spot photos of factories, and ensure the truthfulness, richness and accuracy of factory production strength information.

4. B2B industry websites with small online wholesale trading services as the main business model.

To operate this kind of website, we should know the needs of retailers very well, establish a perfect online credit system and a perfect payment system, with rich products and detailed information. At present, comprehensive and large-scale websites are more likely to succeed.

5. B2B industry websites with the main business model of providing online trading services for bulk commodities.

The profit model of such websites is mainly to collect trading commissions, provide industry analysis reports and hold industry conferences. Third-party partners can be used to solve the problems such as the integrity audit of buyers and sellers, the security of payment, the speed of logistics and so on. To enter this kind of website, we must first choose the right industry, and secondly, the threshold is relatively high, which can be developed in some emerging markets.

6. B2B industry websites with competitive intelligence services as their main business model.

The core management of the team must have an industry background, otherwise the information source cannot be found and large enterprises are unwilling to buy it. It is suitable for analysts who resign from such websites and people with certain industry background, such as trade associations, chambers of commerce, traders, etc. The market demand is relatively large, and many industries allow several websites to survive. The profit model includes membership fees, report sales, consulting, periodicals, conferences, advertising fees, etc.

7. B2B industry websites with business opportunity channels and technical community services as their main business models.

The profit model of technical community includes: recruitment and job search service, technical conference service, training school advertisement, software advertisement service, equipment advertisement, etc. More importantly, it is necessary to increase user stickiness for the business opportunity column, serve technical novices and technical experts well during operation, let experts show themselves and products in the community, get spiritual satisfaction, let novices learn knowledge here, ask technical experts questions, and let the technical community have internal motivation and obtain long-term sustainable development. Generally including: Q&A, Blog, Gallery, Recruitment, Download, Personal Space, Weibo, Conference and other columns.

8. The main business model is B2B industry website+business journals and industry encyclopedia.

Be sure to control the cost, don't print too much at first, and use offline channels to promote it. Generally, they will participate in exhibitions all over the country and distribute them to target readers and advertisers free of charge through express delivery, so as to find more customers who recognize paper media, and the distribution must be accurate. The profit model is as follows: front cover, front color page advertisements, inserts, headers, footers, bookmarks and the right side of the general catalogue can all be presented to customers who buy front color pages and front back covers, including interviews, soft articles and other promotional services, and can also improve the integrity of the website.

9. The main business models are B2B industry websites+business journals, industry encyclopedias+exhibition and conference services.

10, with B2B industry website+domain name space+website construction+search engine optimization service as the main business model.

Doing this kind of website well requires the team to have experience in enterprise website construction and operation, industry website operation and enterprise website search engine optimization ranking. Some companies with corporate website construction background and corporate network marketing promotion service background are choosing this model to build B2B industry websites, and the profit model is relatively mature. However, many companies lack the operating background of B2B industry websites, which leads to the display of B2B industry websites and does not play a substantial role in promotion. Companies that successfully operate B2B industry websites will be more successful if they choose this business model.

Paid list

In order to promote the sales of products, enterprises hope to rank themselves in the top position in the information search of B2B websites. On the basis of ensuring the accuracy of information, websites will adjust the ranking order according to the different fees paid by members.

value added service

B2B websites usually provide enterprises with some unique value-added services besides trade supply and demand information, including enterprise certification, independent domain name, industry data analysis report, search engine optimization and so on. For example, spot certification is a special value-added service in the electronic industry, because electronic buyers usually pay more attention to inventory. In addition, the Google ranking promotion service of electronic models is a kind of search engine optimization.

Offline service

It mainly includes exhibitions, periodicals and seminars. Through exhibitions, suppliers and buyers communicate face to face, and ordinary SMEs prefer this way. Periodicals are mainly information such as industry information, and advertisements can also be implanted in periodicals.

Business cooperation

Include advertising alliance, that government, trade associations and traditional media. Advertising alliance is usually a network advertising alliance, but in China, affiliate marketing is still in its infancy, and most websites are still unfamiliar with affiliate marketing.