The main feature in Industrial Marketing is that a company sells another company (Business to Business or B2B) and not the final customer directly (Business to Customer or B2C).
However, it sells a client, a person or a group of people who decide to buy your product or to consider you as the best supplier.
This is why Marketing is so important. Industrial marketing is more than communicating your product’s benefits. You have to communicate how you do it and the type of service you offer before, during and after the buying. In the end, the difference is made by people.
So, you have to satisfy client’s needs and do it better than your competitors.
Although industrial company’s clients are other companies, the purchase decision is up to people… like you and like me, who use the Internet, investigate through it or smartphones and post on social networks.
You have to know your customer better than yourself. Only if you know the needs and expectations of the people who make the purchase decision, you will be able to give them the right answer to be their first choice.
Differentiation and positioning.
A value proposal is the reason or reasons why clients should choose you and not your competitors. Finding and communicating these values you offer is the first aspect in Industrial Marketing.
Your display window for communication.
A web page is the main communication aid in Services Marketing. The best web page is the one which has a clear purpose. An efficient web page provides the client with all the necessary information he needs.
Throw the dart in the center of the bullseye.
In Services and Industrial Marketing, there are several actions to attract, convert and gain clients' loyalty. Online channels offer the most suitable and effective action for each company. Moreover, they offer the possibility to establish measurment indicators to analyze the ROI and to plan future actions.
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