Recognition of the problem or need
Posted: Tue Dec 10, 2024 6:54 am
They are permanently connected and know their company, product and sector in depth, also on a technical level.
They require personalized customer service and increasingly demand high-quality products at attractive prices, with exclusive promotions.
They are always looking for a better price , better conditions and more favorable promotions.
Industrial purchasing decision process
The industrial consumer does not make purchasing decisions on impulse or lightly . The entire process can involve up to eight phases, which are detailed below.
1.
The B2B purchasing process begins when someone in netherlands telegram mobile phone number list the company identifies a problem or need. For example, it may be that the launch of a new product requires the use of new raw materials or technologies. Or it may be that customers are demanding an improvement in the quality of an existing product.
From a marketing point of view, this moment is crucial, because if we do not know in detail the real problem or need of the industrial consumer, it will be very difficult for us to determine which product or service is the right one for them.
2. Identification of possible solutions
Once the problem has been identified, it is time to look for products whose characteristics are suited to the needs of the organization. First, the industrial consumer selects possible solutions, before determining the most appropriate solution.
At this stage, it is key to have worked on brand awareness, to ensure that we are in the minds of the person(s) responsible for purchasing.
3. Specific product type specification
Once the general characteristics of the product or service required are known, the industrial consumer goes into detail, up to the 100% detailed technical specification. In many companies, this process is carried out by technicians using instruments such as value analysis.
From our point of view as an agency specializing in B2B industrial marketing, for this phase we recommend having product data sheets that are as detailed as possible. Unlike in B2B sales, in industrial sales there is never any unnecessary data, and it is important that suppliers offer potential customers as much information as possible about their products. More specific specifications can be decisive when making the purchase decision.
They require personalized customer service and increasingly demand high-quality products at attractive prices, with exclusive promotions.
They are always looking for a better price , better conditions and more favorable promotions.
Industrial purchasing decision process
The industrial consumer does not make purchasing decisions on impulse or lightly . The entire process can involve up to eight phases, which are detailed below.
1.
The B2B purchasing process begins when someone in netherlands telegram mobile phone number list the company identifies a problem or need. For example, it may be that the launch of a new product requires the use of new raw materials or technologies. Or it may be that customers are demanding an improvement in the quality of an existing product.
From a marketing point of view, this moment is crucial, because if we do not know in detail the real problem or need of the industrial consumer, it will be very difficult for us to determine which product or service is the right one for them.
2. Identification of possible solutions
Once the problem has been identified, it is time to look for products whose characteristics are suited to the needs of the organization. First, the industrial consumer selects possible solutions, before determining the most appropriate solution.
At this stage, it is key to have worked on brand awareness, to ensure that we are in the minds of the person(s) responsible for purchasing.
3. Specific product type specification
Once the general characteristics of the product or service required are known, the industrial consumer goes into detail, up to the 100% detailed technical specification. In many companies, this process is carried out by technicians using instruments such as value analysis.
From our point of view as an agency specializing in B2B industrial marketing, for this phase we recommend having product data sheets that are as detailed as possible. Unlike in B2B sales, in industrial sales there is never any unnecessary data, and it is important that suppliers offer potential customers as much information as possible about their products. More specific specifications can be decisive when making the purchase decision.