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BD Rakib
03 de ago. de 2022
In Fórum do bem estar
Don't make money for customers, make money for customers. Do this and you will outperform 85% of your 2B competitors. This is easier said than done. Today, we are going to parse 3 underlying logics: First, what is the relationship between the business and the customer? Second, how difficult is it for customers to make decisions? Third, how do 2B companies find incremental markets? 1. What is the relationship between business and customers? For 2B enterprises, all we hear are merchants saying: how good our products are, how advanced the technology is, and there is a demand in the market, so customers will buy it. Here's a low-level logic: What is the relationship between business and customer? Earning customer money is a sales relationship. Helping customers make money is a partnership. Expand it a little further: helping customers make small money is a cooperative relationship; helping customers make big money is a symbiotic relationship. Most 2B companies are not clear, what is our relationship with customers? How can you speak clearly? Let's take a chestnut: Smart Fabric Internet, in the field of textile Internet, does what Internet giants and traditional software manufacturers want to do but have not done. However, we look at its official website. If you are its potential customers, do you have the desire to buy it? Founded in 2015, Zhibu Interconnect Textile Technology Co., Ltd. is a textile industry Internet enterprise based on the core concept of Industry 5.0. With the self-developed Saas cloud platform, ERP system and MES system, combined with the Internet of Things and big data technology, the alliance industry The whole industry chain factory of spinning, weaving, printing, dyeing and finishing realizes a new industry model of sharing textile production capacity resources, improving production efficiency and reducing costs (from the company introduction on the official website). As for the actual situation of Zhibu Internet sales, on the contrary, its performance is very good and the growth rate is very fast. Smart Cloth Interconnection has two major indicators that help clothing brands make money: One is to help customers save 10-15% of fabric costs; The second is to help customers reduce delivery time by 30%. This time, in a few words, the sales relationship has been transformed into a cooperative relationship. The coding of customer value is extremely efficient, resulting in a significant increase in sales conversion rates. 2B can also operate with traffic. Is it content marketing? Or the forum voice? Or an exhibition? What information is sent? Where does the traffic go back to be collected? Is there a marketing funnel in the collection? Does the funnel end up converting? Marketing is the customer actively looking for the business, and sales is the business actively looking for the customer. If most people don't know about Zhibu Internet, its marketing efficiency is very poor. If potential customers know about Zhibu Internet, but do not know that it can help me make money, the marketing efficiency is also relatively poor. If potential customers actively search for Zhibu Interconnection, but don’t know the customer value after watching it for a long time, or do not know that it is compared with competitors (such as Quanbu), what is its strength? The marketing efficiency is also relatively poor. Salesforce seems to have made a point: By 2022, more than 80% of 2B enterprises will have obtained a lot of information online before visiting this supplier, and even made decisions, and only talk about transaction conditions and verification quality at the scene. Traffic is coming, and every landing page is a virtual sale. Although not the decisive factor, it is still important. The copy is the terminal, and the scene is the store. This 2B and 2C are the same. 2. How difficult is it for customers to make decisions? In our opinion, from the perspective of customer decision-making, there is no distinction between 2C and 2B, there are only two categories: One is light decision-making; The second is serious decision-making. In 2C, most of them are light decision-making, but there are also heavy decision-making, such as expensive ones, not just needed, and fierce competition. Why is fierce 2C competition a heavy decision? The catering industry is an industry with a very high mortality rate. There is a data that it is said that in 1.2 years, the number of dead enterprises country email list in the catering industry is similar to the total number of industries. Here is because: Eating is a high frequency for everyone, but going to your house to eat is neither just a need nor a high frequency. Because there are a large number of competitors who are diverting potential customers, causing customers to decide to go to your restaurant, it becomes a heavy decision. 2B is usually considered a heavy decision. Is there a way to turn heavy decisions into light ones? Have.
Don't make money for customers, make money for customers
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BD Rakib

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