When it comes to the analysis of the toB industry, many students sigh and don't know what to do. There is also customer consumption data. Why is the common method of toC, so there is a problem? That's because the real analysis tool of the toB industry is not used well. 1. Where is the difficulty in the toB industry? Although both toB and toC consumer email list cores are consumption, the difference is huge toC: Most of it is personal consumption, the amount is low, and the decision-making is arbitrary. toB: No matter how small the order is, it is also the procurement process of the enterprise, and the decision-making is complicated.
Therefore, for toC, as long as we keep in touch with users and hold events from time to time, users will come back to buy. For toB, customers will not place orders at will, and even if they place an order, the reasons behind it are very complicated. for consumer email list example: Customers choose us simply because we have the lowest price... The client himself has no experience, so he tried to go through the bid evaluation process, and we were lucky. Customers believe our sales fudge and feel that we are invincible Customers just want to knock down existing suppliers and introduce us as catfish Customers read our introduction and think it's not bad, you can try.
The customer is very experienced and has compared a variety of samples, and thinks that we are really good In the above 6 cases, only the 6th case is that the customer sincerely recognizes us, and the other 5 cases are simply lucky. It is no surprise that such a list was subsequently lost. Not to mention, many orders were brought back by our salesman's ability to "wash feet on the second floor"... Now comes the problem: the above situation will only be recorded in the heads of the salesmen, and it will almost never appear in the database. In most toB companies' databases, there is only contract information. This is very one-sided and passive. Analysts who are thousands of miles away know nothing at all and cannot analyze in depth.