Business to person marketing in the business to business space: does it work?
The business to business (B2B) marketing community often claims that it’s a harder market to work than the business to consumer (B2C) space. Personally, I’ve never quite bought into this point of view, because in both cases there’s a common denominator: humanity.
That is to say, whether you’re communicating with a B2B or B2C audience, they’re all human beings and I’m sure would like to be treated that way. And if you follow the smart money, I think you’ll find the B2B focus is now on a very personalised business to person (B2P) approach.
The B2C-B2B crossover
If you look at the more advanced B2C digital marketing models, they have evolved to focus on their target audiences in a much more personalised way, because prospects and customers now don’t just hope for service with transparency, they expect it from brands.
And this B2B audience aren’t simply B2B prospects, because in their leisure time they are also B2C consumers who are used to being treated as valued, known customers whose wants and needs are understood and catered for in every B2C communication they receive. That’s B2P.
B2P and personalisation: how does it work?
B2P marketers spend a lot of time creating a clear profile of their prospects and customers (buyer personas) and developing websites with highly structured analytics systems, designed to report precisely what these personas search for and look at when they visit.
This process continually builds on and modifies these personas so that they always reflect the very latest prospect buying trends and behaviours so that all email communications, website landing pages and all other prospect communications are hyper-personalised.
This is what B2C customers get through B2P, so why can’t B2B marketing deliver this to customers too?
B2P: how can it work in the B2B space?
OK, so B2B marketers are not selling shampoo and at least if they are, it will be in industrial quantities. But does that mean B2B marketing has to be equally industrial, non-personalised and detached from B2B prospect and customer needs?
It doesn’t. By using the same techniques B2C marketers use to build buyer personas and website development processes to deliver accurate analytical data, B2B marketers can achieve the same level of marketing and sales success B2C marketers expect with B2P.
Remember, before they got into work this morning, your B2B target customer was actually a B2C consumer, being treated like a human being, probably through B2P, on a sophisticated B2C brand website; so to succeed, all you need to do is do the same.
Fast track to success
There’s only one difference that needs careful awareness when taking this B2P route in B2B marketing: you really aren’t selling shampoo, but something that may be of high value and high technology, and may require specialist marketing content to deliver sales using B2P.
But if you have an agile, open-minded digital agency, who truly understand your products, technologies and marketplace, switching channels from slow-burn B2B to fast-track B2P will deliver marketing return on investment (MROI) with loyal, engaged B2B customers, sooner.