Post by account_disabled on Dec 26, 2023 1:44:33 GMT -5
On average, to their salespeople than are consumers. This is not so surprising: for a consumer, the stakes are quite low. He can always return his purchase. For the pros, it's very different. The risks are much greater: the economic impacts of a bad choice can be serious, not to mention the risk of losing your job. The professional buyer will not buy without an emotional connection that helps them overcome this risk. Another misunderstanding: BtoB purchasing decisions do not only seek to maximize business value. According to the Google study, the perception of different value between the main brands in a given industry is essentially the same.
When differentiation exists, only 14% of decision-makers are willing to pay a higher Email Data price. To stand out from the crowd, BtoB marketers must create wonder both on a personal and professional level. How? By creating emotional connections with their customers that can lead to purchasing decisions. BtoB buyers are 50% more likely to purchase a product or service when they perceive personal value (opportunity for advancement or confidence and pride in their choice) in their purchasing decision. They are 8 times more likely to pay more for a comparable product or service when personal value is present.
Some people still think that organizations are rational and logical. The fact is that in organizations there are human beings and these human beings are at least as much influenced by emotions as everyday consumers. By becoming more personal, BtoB marketers can create purchasing intentions, ambassadors but above all happy customers. For the pros, it's very different. The risks are much greater: the economic impacts of a bad choice can be serious, not to mention the risk of losing your job. The professional buyer will not buy without an emotional connection that helps them overcome this risk.
When differentiation exists, only 14% of decision-makers are willing to pay a higher Email Data price. To stand out from the crowd, BtoB marketers must create wonder both on a personal and professional level. How? By creating emotional connections with their customers that can lead to purchasing decisions. BtoB buyers are 50% more likely to purchase a product or service when they perceive personal value (opportunity for advancement or confidence and pride in their choice) in their purchasing decision. They are 8 times more likely to pay more for a comparable product or service when personal value is present.
Some people still think that organizations are rational and logical. The fact is that in organizations there are human beings and these human beings are at least as much influenced by emotions as everyday consumers. By becoming more personal, BtoB marketers can create purchasing intentions, ambassadors but above all happy customers. For the pros, it's very different. The risks are much greater: the economic impacts of a bad choice can be serious, not to mention the risk of losing your job. The professional buyer will not buy without an emotional connection that helps them overcome this risk.