Email Marketing in B2B Sales
Posted: Thu Jan 23, 2025 4:34 am
A Guide with Examples R&D found out that 78% of B2B clients prefer to receive commercial offers via email. However, the role of email newsletters in sales does not end there. Anatoly Ulitovsky, head of the SEOquik agency, told how to properly organize email marketing in B2B sales to get the most out of your letters. How B2B Sales Differ from B2C B2C sales are a traditional type of sales, when a company sells goods or services directly to ordinary citizens. For example, in stores, service stations, hairdressers, etc. B2B sales are a type of sales where the end buyers are legal entities.
These can be large enterprises, small firms, shops. You can bahrain whatsapp number data sell them legal or SEO services, software, advertising, etc. Sales mailings in B2B and B2C are created according to different principles, because the sales processes in these areas are different. Criterion B2C B2B How long is the sales cycle? Usually not long (1-2 days, sometimes longer for online stores) Long (from a couple of weeks to six months) Who makes the purchasing decision? One person, sometimes a small group The manager or owner of the company What influences the purchase decision Emotions, spontaneous desires Facts, evidence, forecasts Volume of target audience A large number of people The circle of buyers is limited, especially if the product is expensive Priority Marketing Goals Increase in sales Building trust, long term relationships As noted by the analytical company Forrester, 59% of B2B clients search for information about the seller on third-party resources before making a purchase to ensure their reliability.
Therefore, the email strategy in B2B should be aimed at building trust in the company and creating an image, and not at instant sales. And this is its main difference from the strategy in the B2C sphere. It is important not to make a mistake here, otherwise it is easy to spoil your image. Imagine that you have 100 clients in your mailing list, and you manually add their addresses to the address bar. Someone distracted you, and you got confused: who did you stop at, who did you send to, and who did you not? As a result, you continue to put addresses, missing a couple of names, or, on the contrary, specifying someone again.
These can be large enterprises, small firms, shops. You can bahrain whatsapp number data sell them legal or SEO services, software, advertising, etc. Sales mailings in B2B and B2C are created according to different principles, because the sales processes in these areas are different. Criterion B2C B2B How long is the sales cycle? Usually not long (1-2 days, sometimes longer for online stores) Long (from a couple of weeks to six months) Who makes the purchasing decision? One person, sometimes a small group The manager or owner of the company What influences the purchase decision Emotions, spontaneous desires Facts, evidence, forecasts Volume of target audience A large number of people The circle of buyers is limited, especially if the product is expensive Priority Marketing Goals Increase in sales Building trust, long term relationships As noted by the analytical company Forrester, 59% of B2B clients search for information about the seller on third-party resources before making a purchase to ensure their reliability.
Therefore, the email strategy in B2B should be aimed at building trust in the company and creating an image, and not at instant sales. And this is its main difference from the strategy in the B2C sphere. It is important not to make a mistake here, otherwise it is easy to spoil your image. Imagine that you have 100 clients in your mailing list, and you manually add their addresses to the address bar. Someone distracted you, and you got confused: who did you stop at, who did you send to, and who did you not? As a result, you continue to put addresses, missing a couple of names, or, on the contrary, specifying someone again.