The Marketing Funnel: B2B Vs B2C

Chances are if you’ve been in marketing for any amount of time, you’ve heard of a marketing funnel. It’s a tool that helps break down the into stages.

Marketers can use it to figure out what the best is for each stage of the customer journey. This can help in creating cohesive digital marketing strategies that bring in great leads or conversions.

The has the following stages:


Marketing Funnel Stages

The awareness stage is when a consumer is searching for something they want or need. This could be a product or a solution to their problem in the form of service. They’re not aware of your company before this point. This is when you need to appear as a trustworthy authority.

The interest stage comes next. The consumer is researching and reading about products or services and learning what is available on the market.

For B2C, this phase may only be a couple Congo-Brazzaville B2B List of hours or days. Whereas for B2B, this process can take months.

The consideration stage follows interest. The consumer has found the product or service that they prefer and is researching this business only. They’re looking for things like reviews, social proof, and other evidence that this is the right choice.

Again, in B2C this process may not take long, but for B2B consumers this also needs to be presented to other stakeholders and decision-makers within the company. For large companies with lots of red tape, this process alone can take months.

The intent stage is when a consumer is just about to buy a product. For B2C, the product would be in the cart. For B2B, this stage would more likely be a meeting, a product demo, or so on.

The evaluation stage is the final decision

About whether or not the consumer wants to buy your product. They may have a couple of other products they’ve researched up to this point as well. They will review all the information available before moving on to the final stage of purchase.

The purchase stage is where all your hard work has paid off. The prospect is now a customer.

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B2B Buyer Journey

The marketing funnel works quite well for B2C customers. This is because there is less consideration involved and most often only one decision-maker.

But for B2B, the marketing funnel may be a little simplistic. B2B consumers have many different needs and preferences and this affects their behavior patterns.

Some will spend months reading content in the consideration phase. While others will move into the intent stage and spend a long time there, wanting individual interactions with the potential provider.

So where B2C consumers move down the marketing funnel, B2B consumers may jump back and forth through it.

Additionally, the B2B marketing Mobile Numbers funnel often has an additional post-purchase stage. This is because the sale is often an ongoing service as opposed to a product. This stage focuses on trategies and up-selling other services.

This is why many B2B companies research and develop their own buyer journey which is unique to their target audiences’ experience. Much of the buyer journey is independent.

Where a salesperson would have once been getting in touch with while conducting outbound marketing, the emphasis is on inbound marketing for digital marketing.

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