B2B Buying Behaviour Influences

There are many factors that influence peoples buying behaviour, and on the other side of the coin, there are also many factors in how products are marketed that influences the behaviour in sales. High-value B2B trade creates a highly involved sales atmosphere it is affected by several factors including the average sales per person, the decisions of multiple shareholders and then there are the motivations that drive the client’s decision-making process, which is most complicated to understand fully.

The Factors You Need to Fully Understand in B2B Marketing:

• Loss Aversion
• Status Quo Bias
• Decision Paralysis
• Impact of Early Influences

Status Quo Bias


The Novel Prize winner, Daniel Kahneman, which is also the author of Thinking, Fast & Slow, shares that when it comes to the decision making it is the change perceived as risky, recognised by the status quo bias effect. In this, clients will prefer the comfort offered by the status quo unless they have a compelling and urgent reason to act. It is the reason why many promising sales opportunities end in the client not moving forward with the purchase by deciding to just do nothing.

When looking at the implications part of the value of selling, the seller needs to persuade the client into change, and at the same time assist them in recognising that the status quo is not safe. It means the seller must contrast the risks, consequences and threats in their current situation, the inaction cost and the benefits and then show them the significant opportunity available through change.

Clients Stick to What They’re Comfortable With

It is quite simply, should your client not recognise a signed contract between the future potential and their current situation they will always stick to what they’re comfortable with and what they know.

Decision paralysis

The number of stakeholders that are involved in any decision-making process normally decrease the change of a positive outcome. Should only a single person be involved the chance of success increases by 80%, although when six stakeholders become involve the change of reaching an agreement is well below 30%.

The impact of early influence

Timeframe, budget, need and authority are the main means in sales opportunities. These are the factors that most influence the decisions of people. It again makes the task of salespeople clear. They need to encourage and then enable people to see the valuable opportunity, it is always the salesperson going the extra mile to shape the vision of the prospect from a very early stage that ends up with a highly competitive advantage. The recipe for success in sales is to promote the need, focus on how the product can benefit the client, provide the client with the cost of inaction, offer the benefits to follow should the client implement the solution and be sure to influence the clients thinking from a very early stage during the journey of decision-making. Finally be open to adapting your strategy, in sales, it is one of the most important factors as every client response to a different approach.

Pinterest A Beginners Guide in Getting Started

Once you’ve enjoyed placing all your favourite photo’s or other images on Pinterest, it could become quite an addictive hobby, but if that is one of the online pleasures you have not yet experienced, then this guide is bound to get you going in no time. So, whether you are new or not yet an experienced Pinterest user, this guide will ensure you become a pro.

Pinterest Business vs Personal

Business and personal accounts look similar on Pinterest although there are quite a few differences new users should be aware of if you wish to use it for commercial purposes, create a business account, read the terms and agree to the business service terms. Users can also specify the name of their business instead of trying to fit it into the first and last name space that is part of the personal accounts.

Major benefits of Pinterest business account are that it offers a wide educational library stocked with business-focused content for new users wishing to learn more about the marketing purposes. It is great in assisting new users to set up their business profiles, tell their story and build a community, while it also offers tips on how to generate traffic to your page. Once you select the business option, it also unlocks a variety of ways to promote pins via paid advertising, which works closely with the campaigns offered by Facebook.

Business Account Set-Up

The onscreen steps in creating a business account are easy to follow and requires a business name and then a username. Ideally, you should use something very close to your business name as this will help with brand recognition while it is a fabulous way to make it easy for individuals to contact you directly via several other social media platforms.

The steps in getting started includes verifying your business website, which is perfect since visitors can then follow the link to your website, which also increases your site’s visitors total. Once set-up, remember not to remove the FTP, but before you even get there, the process does require HTML downloading and uploading it to your server before you can click the button on Pinterest to complete the process.

Admin Done & Fun Begun

That is the admin part done, and it is time for the fun to begin as the next task is to create boards and then finding content to pin to each of the boards. Users can also add a Pinterest pin it bookmarklet to their browser to ensure fast pinning of items. Name each of the boards in such a fashion that visitors can identify their interests and at the same time it makes it much easier for you to know where to pin new stuff. The boards created should cover every part of your service or business and naming it based on keywords most searched. The more you add to your Pinterest account, the more traffic you can expect, and by pinning daily, you constantly increase the content as well as content the Pinterest audience might be interested in.

What is Business to Business Marketing?

Have you ever wondered how Fortune 500 companies provide new desktop computers to 2,000 employees? These companies will never send someone to a retail store for an order that big, yet these transactions are crucial to the success of the business’ future.

B2B marketing or Business-to-business marketing essentially incorporates the sale of one organisation’s service or product to another organisation. The techniques of B2B marketing greatly depends on the same basic consumer marketing principles, but they are executed in a very different way. While consumers select products based on status, popularity, and price, B2B businesses make their decisions on profit and price alone.

Creating new relationships through various social media channels is a hot topic in the world of B2B marketing. Social media channels have opened the doors for communication between organisations. Recent studies have found that businesses are fonder of buying from companies that they can track on social media. B2B companies that are tech-savvy continuously find ways to utilise social media in an innovative way. For instance, Cisco Systems Incorporated, a world-leading networking systems seller, released a campaign to introduce a new router and only used social media advertising. The release was classified as the top 5 in the history of the company, shaving off over $100,000 in launch expenses.

Who Utilizes B2B Marketing?

B2B marketing, at its core, involves building important relationships to ensure lasting customers. This is an extremely important goal for any organisation, whether it’s a small family-owned business or a mega retail corporation. The B2B market is considered the biggest of all and manages to exceed the consumer market when it comes to dollar value. For instance, companies like IBM and GE spend over $60 million daily on good to support the organisation’s operation.

B2B marketing is primarily employed by organisations that create or develop products that most consumers have to use for, including steel. But it can also be used by businesses selling services and products bought by consumers and other organisations alike. For instance, Sprint (a popular phone seller) offers data, voice, and wireless services to both consumers and businesses. In fact, the health-care purchasing network known as VHA, recently signed a 3-year contract, valued over $1.2 billion with the popular phone seller. Sprint is currently a nationwide leader when it comes to consumer marketing and B2B marketing.

What kind of customers are marketed when it comes to B2B marketing?

The B2B marketers usually focus on four different categories:
• Organizations that utilise their products, such as construction businesses who will buy sheets of steel that will be used on buildings.
• Institutions like schools and hospitals
• Government agencies, who are considered the biggest consumer and target for B2B marketing.
• Companies that manage to resell the goods and turn around to consumers, such as wholesalers and brokers.

A successful B2B marketer can place their service or product into the right hands by simply positioning their product or service in an exciting and professional manner, understanding the needs of the consumer, and proposing the correct solution to incorporate both.

Million Making B2B Business Ideas in 2018

If your aim is to make millions by assisting other businesses to grow and enjoy profits, there are plenty of B2B business ideas that are well worth looking at, especially if you’re the goal is to make millions in 2018.

Capital is key to starting a new business, although great low-cost option entrepreneurs can look at is a service business. B2B is the abbreviation for business to business, which involves serving other companies instead of consumers and staring such a business is easier and have many advantages, if your passion is to assist others to be profitable and making money off it then it’s the perfect option. The list of options are endless and we take a look at the top B2B trends right now.

Business Consultancy


If you are a business owner or experienced entrepreneur knowing what it takes to build a business, start a business, grow or run a business. Then business consultancy is right up your alley, by starting a consultancy service you can provide others with both advice and guidance on how to start their businesses. The service can also offer everything employees need to transform into entrepreneurs.

Business Advisory Services

If your passion is running a successful business on a strict budget, growing any business or raising venture capital, an advisory service for other entrepreneurs should be perfect. Small business coaching is in demand and services are used not only by new businesses but also by those that have been in existence for a long period, now seeking new ideas and assistance.

Writing Services – Business Plan

Most entrepreneurs shy away from writing a business plan, and in most cases, they actually don’t know how to put the plan to paper. If you have the knowledge and is willing to keep learning while offering this service, you have a great service opportunity. Business writing is a lucrative option, easy to start and if you have what it take, you could become self-independent much sooner than you think.

Business Logo Designer

The demand for logo designers continues to rise as more and smaller businesses get started online. Having the knowledge on how to create a unique logo as well as the creativity to design eye-catching logos can get you straight into the business, and there is also the opportunity to partner with brand marketing consultants to gain access to more business opportunities.

Social Media Consultancy Services

Social media has taken over the world, and if you one of the lucky ones knowing how to generate traffic, boost brand awareness or services via social media such as Google+, Twitter, Facebook or LinkedIn then you can make money straight away.

Writing Services – Press Releases

Your writing skills can assist other businesses to get the exposure and publicity they need to grow. Starting a press release business is basically marketing your services to online companies and would require a bit of research to confirm the going rates and once your portfolio is created, and business might flow in at a much faster pace than you think.

B2B E-commerce Trends in 2018

There are quite a few differences between B2C and B2B marketing, marketers are addressing completely different points, and in the majority of instances people are buying business solutions instead of purchasing for the sake of personal use. Even when there is a bit of overlapping when it comes to B2C and e-commerce B2B marketing, the trends remain different, and the new trend requires us all to adapt.

Millennials Decision Makers

There is no question when it comes to the buyers getting younger as it is Millennials that work their way to decision-making positions across all business sectors. Their relationship with modern technology makes their way of doing business differently as they are much more comfortable doing business online or even via their mobile devices. Even though Millennials understand that relationships in business matters, their way of doing things via the ease of intuitive interfaces matter much more and decision makers look up online reviews well ahead of purchasing.

No matter how businesses look at things, marketers and online testimonials enjoy priority. Additional changes required to appeal to the younger generation of B2B buyers also includes the following: Live chat on websites is one of the most important features, it is preferred above phone calls, while self-service sites allowing buyers to make purchases directly are far more favoured than those offering a request more information option. What plays a major role is to include testimonials on Google, social media and your own website.

B2B E-commerce via Mobile

Mobile usage continues to increase, and the younger decision-makers prefer using their mobiles. A report released by Google revealed that when it comes to B2B researchers mobile devices are used in 42% of the buying process, and 49% of researchers do their research via handheld devices. It might by far not be the majority but can anyone afford to isolate potential customers that makeup 42% of their purchasing audience?

A successful website is one that works excellently on desktop and mobile and therefore it is important to that the design must be fully responsive across all platforms and scale down to fit different screen sizes automatically. One-click options are favoured such as click-to-call, while drop-down menus are far more preferred than navigation bars.

Listen Socially What is Said About Your Brand

How well you know your customers do count although in knowing how they feel about the brand or your products can only be achieved by monitoring social media, which gives businesses a way to find out what has been said about the brand. This allows the identifying of customers that are unhappy, and it could be a good way to find out what shoppers want. By partaking in social discussions, businesses can find out which products to push and what changes to make, if you don’t, your opposition will and they will gain all the knowledge needed to reach success. Several listening tools are available to assist businesses with this, and these offers information regarding comments on social media sites. It is three changes that can improve your way of doing business instantly this year.