developing a How to Develop successful strategy. But in down-to-earth Netherlands, the customer journey is a little different than in other countries.
That is why Fingerspitz has conducted research into the Dutch B2B buyer journey . In this article, we would like to share the most important insights and recommendations. This way, you will learn:
who is involved in the Decision Making Unit (DMU),
what potential customers are looking for, and
which factors are crucial for establishing a strong B2B collaboration.
Involving colleagues in decision-making
A successful B2B collaboration often has multiple stakeholders within the DMU. For example, the DMU consists of an average of 3 to 5 people. Smaller companies often have a DMU of 2 people. For larger companies, this average can increase.
Sometimes even entire departments are involved in the decision-making. That is why it is important to know who is ultimately responsible and co-responsible. But it is also smart to ask yourself how you can best approach them during the collaboration process. For example, the final decision-maker is often the director. This person mainly wants to be relieved of worries. And of rwanda email list 120446 contact leads course see results. How do you communicate with your direct contacts? Include them in the content and move along with those different needs.
Table 1: How many colleagues were involved in selecting a new partner?
In addition to the DMU, the research also focuses on the reasons for a learn about the concept of interactive communication and discover what its applications are in marketing new collaboration. The results show that the customer journey begins as soon as there is a need for better quality, service, innovation, lower prices or a new direction within the company.
Once that fire is lit, potential customers will primarily gather ao lists information through their business network, websites and social media. Understand their expectations so that you position your company as the right partner. Especially considering that you are competing with two to four other companies on average.
Answer to the question: Which channels did you use a lot in the beginning?
Also read: Customer loyalty in B2B is becoming increasingly important [research]
Reliability, high quality and innovation
Are you wondering what is selected for? The research shows that reliability, high quality and innovation are focal points in the selection process. For example, price does not always play the most important role, especially not in collaborations with a higher order value. Innovation, on the other hand.