Telemarketing has always been an invaluable sales asset among entrepreneurs throughout the world, though no matter how successful a campaign you run, the difference between its success and failure will always boil down to the techniques used in planning and proper execution of those campaigns.
Now B2B (Business to Business) and B2C (Business to Consumers) are some such techniques used in the corporate language that refers to the two business marketing models that are as different from one another as they can get (apart from sales which are the end results in both these and almost every other marketing model).
Understanding B2B, B2C and Telemarketing
B2B, as the name signifies, is a type of commercial transaction where two business houses perform the purchasing and selling of merchandise such as the entity providing services to other business or entity supplying material to another for production.
B2C, however, is the businesses selling goods and services directly to the final customer. Now traditionally, this could be referred as anything from diners eating in a restaurant to individuals shopping at the malls for clothes to even subscribing to pay-per-tv at home.
And finally, Telemarketing is the overall process of selling goods and services to the potential customers over the telephone, mostly unsolicited. Remember those calls at dinner time from companies encouraging you to switch from cable TV to a dish TV? That’s telemarketing. Moving on, let’s have a look at some,
Differences Between B2B and B2C Telemarketing
If we talk of B2C organization here, the strategies to increase sales are very crisp and mostly depend on the salesperson in charge whereas, in B2B, there’s a proper channel that handles all the end users.
Investments in B2B telemarketing is completely rational in nature as it is based on present business values but B2C, on the other hand, is more about emotional purchasing, comprising of things such as price and desire, the brand of the product etc.
B2B telemarketing solely depends on calls to the decision makers that represent their corporations in order to manage sales with different businesses in the market, however, B2C telemarketing’s main strength is targeting individual customers who are directly interested in buying the company’s product or service.
B2C telemarketing, in this case, is transaction-based that involves a single step buying and selling process whereas, B2B telemarketing comprises of longer sales cycle that needs to nurture the leads for it to work.
5)Target Market Size
When compared with B2B telemarketing whose target area though is small but is more focused indeed, B2C telemarketing offers a target market that is simply vast and comparatively much larger which includes almost every possible consumer.
Since B2B marketing focuses mainly on initiating sales with other businesses, the choice of the communication channel is of utmost importance here whereas B2C marketing major focus falls on masses whose interested in the product, therefore B2C sales doesn’t necessarily require engagement or interaction with the brand.
When one looks at the statistical reports and the success stories of the recent years, it’s not that hard to imagine why more and more businesses are responding positively to B2B and B2C telemarketing. From what we have gathered so far, B2B marketing is more suitable for generating leads whereas B2C is more favorable toward upselling.