Então, ele passa pelas etapas que vão desde a pré-venda até chegar ao relacionamento pós-venda. Para que você não fique com nenhuma dúvida sobre os mercados B2B e B2C, trago agora perguntas consultoria vendas frequentes a respeito desses modelos de negócio. O YouTube também é uma ótima aposta para o B2B, que pode agregar valor com demonstrações e tutoriais de seus produtos e serviços.
Isso porque o negócio feito entre empresas pode envolver uma longa negociação e envolver diversas áreas e equipes. Geralmente os produtos ou serviços que são vendidos na modalidade do B2B possuem um ticket médio bem mais alto do que na categoria B2C, principalmente porque visam atender a uma organização completa. Estar preparado e munido com todo o conhecimento técnico necessário é muito importante para apresentar aos clientes as vantagens e os principais benefícios que o seu produto ou serviço oferece. É importante entender que, assim como existem diversas modalidades de venda e diferentes segmentos para atuação, existem vendedores com características e atributos que melhor se encaixam em cada uma delas. Na prospecção, os profissionais de vendas B2C realizam o primeiro contato com os leads e avaliam seu potencial, partindo para a fase de qualificação. Outro ponto importante sobre as vendas B2B é a necessidade de visitar as empresas pessoalmente, para entender seu cenário com mais detalhes antes de apresentar uma proposta.
Geração e assinatura de contratos, consulta de crédito do cliente, faturamento do pedido. Isso inclui também a eliminação de objeções que ainda não foram esclarecidas e eventual negociação dos valores para garantir o melhor acordo entre as duas partes. A grande diferença, por sua vez, está em habilidades além das mais generalistas e comuns, sendo capaz de lidar com soluções mais complexas, técnicas e caras.
Conheça os tipos de vendas B2B
E, por isso, a postura do vendedor é fundamental para conduzir esse potencial cliente para a próxima etapa desse processo. Isso é necessário justamente por se tratar de um longo processo de venda, que envolve muitas decisões com altos níveis de relevância para o negócio. Além disso, o vendedor B2B precisa saber sobre as vantagens e vulnerabilidades de sua concorrência também. Diferentemente de uma venda B2C, a B2B demanda mais tempo de negociação.
Os compradores corporativos tendem a ser avessos a riscos e evitar a todo custo as críticas dos superiores. Lembrando que esses decisores estão sob pressão e assumem uma grande responsabilidade ao realizar a compra para a empresa, o que os torna muito mais cuidadosos e rígidos. Se já é trabalhoso analisar o comportamento, anseios e desejos do seu cliente, imagine prever a atitude e perfil de cada decisor de uma organização. Além disso, o processo B2B é muito mais burocrático, pois envolve o setor financeiro, auditoria, compras e demais responsáveis pela aprovação e execução da compra. Geralmente, os compradores organizacionais recebem o pedido e depois realizam o pagamento em 15, 30 ou 45 dias.
Estratégia
Diego Simon é empreendedor desde 2009, já fundou e vendeu duas startups. Especialista em marketing e vendas B2B e desenvolvimento de novos negócios. Além disso, o vendedor B2B precisa saber sobre as vantagens e vulnerabilidades de sua concorrência. Esse é um princípio básico para que seja possível gerar valor durante as negociações e promover os diferenciais do que deseja vender. É importantíssimo conhecer as diferenças entre esses dois tipos de empresa, principalmente para profissionais da área de marketing e vendas.
Assim sendo, o processo de vendas B2B passou de um funil linear para um amplo processo multiplataforma que inclui vários pontos de contato com os compradores. As técnicas de vendas B2B são bem diferentes da abordagem B2C, desde o tipo de produto ou serviço oferecido até a complexidade da negociação. Por exemplo, em um time grande de vendas, faz parte do processo que estejam sempre saindo e entrando novos vendedores. O alto turnover e as necessidades particulares na contratação da área de vendas, demanda que essa área internalize profissionais de RH, treinamento, BI, entre outros processos. Assim como onde encontrá-los, como convencê-los a fazer parte do time e gerenciá-los do jeito certo. A abordagem de vendas B2B envolve vários fatores, incluindo a competência do vendedor, efetividade do processo de vendas, adequação do produto, alternativas disponíveis e capacidade de compra do cliente.
Funções de uma equipe de vendas B2B
Como alternativa, você pode usar o inbound marketing criando conteúdo e promovendo-o no blog da sua empresa e nos canais de mídia social. MarketingCharts, mais da metade dos clientes B2B afirmaram que, após consumir o conteúdo de uma marca, estão mais propensos a comprar dela. Tudo isso pode ajudar na criação de uma receita recorrente, fidelizando o cliente de modo que ele volte a comprar com a empresa. Invespcro, leads B2B qualificados podem realizar compras 47% maiores do que os demais leads, com custos 33% menores.
B2B Lembranças que um custo-benefício será mais análise nas vendas Isso permite que as empresas que estão comprando avaliem melhor as empresas que estão vendendo. No entanto, hoje, os compradores tornaram-se mais exigentes e esperam que as empresas se esforcem para criar relacionamentos mais significativos. São ferramentas poderosas e podem ser de grande valia para que vendedores possam gerenciar o seu relacionamento com múltiplos clientes de forma personalizada. Como o ticket médio é maior e os tomadores ou influenciadores de decisão envolvidos são de alta hierarquia, é comum que esse ciclo de vendas se desenrole mais lentamente. Além disso, vale ressaltar que os vendedores normalmente lidam com executivos e tomadores de decisão que podem ser mais agressivos na sua abordagem, exigindo alto conhecimento técnico do que se vende.
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