If you are doing wholesale, distribution or manufacturing, then you surely want buyers to keep ordering from you. But how can you be sure that clients will choose exactly your company in the B2B buying process? Is that something that you can actually influence?
Fortunately, the answer is yes. To understand different ways through which you can influence B2B clients’ choices, first we need to explain the five phases that a B2B buying process consists of;
- Identifying the problem
- Searching for information
- Evaluation/assessment of available alternatives
- The decision to buy
- The decision after buying
Research shows that the whole B2B buying process, including all five phases, lasts approximately 28.2 days. Identifying the problem takes the least amount of time, about 4.5 days, while evaluating alternative offers takes the most time for B2B clients, 6.4 days to be exact. Also, research results have shown that professional buyers never make the decision to buy by themselves. Various company departments are most often involved in this phase of the B2B process. During the last couple of years, the number of people involved in the B2B buying process has also increased. Additionally, 53% of companies claim that the buying decision phase lasts longer today than it did before.
Because of the fact that B2B buying has become more complex, we bring you advice on how to fulfil B2B clients’ expectations and how to get buyers to choose exactly you as their supplier in each of the B2B buying process phases.