Nextphase Strategy Blog

B2B vs. B2C Marketing: What's the Difference?

Broadly speaking, both B2B and B2C marketing involve selling a product or service to a customer. However, there are fundamental differences between these two types of marketing.

Put simply, B2B marketing is brain-driven, while B2C marketing is heart-driven. In other words, B2B marketing makes use of logic, whereas B2C marketing makes use of emotions. Let’s delve a little deeper into what distinguishes one from the other.

B2B Marketing:

·      Centered around relationships
·      Smaller, more focused audience
·      Lower customer turnover rate
·      Educational, awareness-building work to turn prospects into clients
·      High cost of sales
·      Logical purchase process driven by business value
·      Longer sales cycle

B2C Marketing:

·      Centered around products/transactions
·      Larger, broader audience
·      Higher customer turnover rate
·      Aggressive promotional work to turn shoppers into buyers
·      Wide range of cost of sales
·      Emotional purchase process driven by benefits and desires
·      Shorter sales cycle 

The most effective marketing occurs when you understand what your specific market requires to make a purchase decision. What are your thoughts on the key differences between B2B and B2C marketing? Share your comments below.