What are the phases of the purchasing process in B2B companies?

B2B purchase process

B2B companies are those that are dedicated to providing products or services to other companies. These companies must follow a structured and personalized purchasing process to ensure that all steps in the process are executed correctly and meet the needs of the customer.

Internet has revolutionized sales even in the B2B world and the B2B digital purchasing process has changed the way of doing businessHowever, this is something that you have probably heard many times already.

This digital economy is a global trend that has been going strong for a long time and is here to stay, bringing the entire face-to-face purchase process to its terrain and changing the habits of your customers.

Therefore, it is important to know what are the phases of the B2B purchasing process. Throughout this post we tell you everything you need to know about it.

Phases of the purchasing process in B2B companies

There are 5 stages of purchasing process in B2B companies. Next, we take the opportunity to explain them

Discovery

During the first phase, the buyer has not yet come into contact with the brand, but recognizes that they have a problem or that they need to solve something.

Seeking to answer this concern, the user initiates a first moment of online research.

That's when you should have a good marketing content strategy, since the more useful and accurate information they find, the closer the client will be to making a decision.

Research

Once the buyer already has the information he has been looking for, he begins to investigate and compare different suppliers, in addition to Evaluate the price and quality of products or services.

This phase can be longer or shorter, depending on the duration of the sales cycle and the characteristics of each service in question.

Buy

This stage is like the negotiation and decision stage to choose the provider that offers the best price. The buyer, after having informed himself about the solution he needs, search and compare suppliers, and request proposals, finally contract the service.

Purchase of the service

The time has come when the client finally performs the conversion. The sale has been closed, but that does not mean that the purchase process is over. After the purchase of a service within the B2B sector, a commercial link begins between both companies.

To guarantee a good customer experience, it is essential to maintain good communication in order to offer close and personalized attention.

In addition, at this point it is important to have an accessible and simple digital payment method that facilitates the process: bank transfer, credit/debit cards, purchase financing or others.

Loyalty

Once the purchase is finished, as we have already mentioned, it does not mean that the process has finished. In this last phase it is very important to carry out loyalty actions with your customers.

In this way, if they have a problem or need again, they will think of your company as a solution provider.

Promote a personalized treatment with each of your customers so that they have the need to resort to you in a next purchase.

El B2B consumer buying process It is very important to know it, to be able to manage it perfectly. In this way your business will always be in continuous boom.

Perform digital marketing actions according to the stage in the buyer's journey and enjoy how your business becomes a successful business.


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