How Business Buyers Are Different From Consumers

Most of the advertising and marketing we see is directed toward consumers. Yet, much of the money spent around the world is for products and services purchased by businesses. For a very long time, business-to-business transactions made up the lion's share of Internet purchases.

Consumers don't necessarily NEED your product or service. If money is tight or the customer isn't convinced they need it, the consumer can just as easily wait until next month or next year to make the purchase.

Businesses often NEED what you are selling right now. Their immediate profits may depend on having it.

Businesses buyers are more knowledgeable. You will often be selling to a manager or specialist who knows your industry inside and out.

Consumers are in a hurry and aren't always interested in reading long marketing copy. Business buyers generally appreciate all the information you can give them. Long copy is no problem.

Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or (801)328-9006.

Feel free to use Kevin's articles on your website or in your newsletter or sales materials. Include contact info at the end. No spam.