Difference between 2B and 2C of electricity quotient

Some time ago, the boss analyzed the user purchase behavior, plus a little understanding of their own sorted out , still very interesting. is about the difference between 2B and 2C, you can see.

2 B, that is, the customer is B, enterprises, companies, businessmen, to buy the means of production is not consumer goods, 2C refers to consumers. In general, we are familiar with C because we are c. If from the technical point of view, if the industrial chain to a tree, then 2B is to do the things not leaf node, 2C is the leaf node, they are different.

1. Understanding of 2B.

In many decisions, such as the purchase of Ali's services, purchase of machine equipment, etc., is a multi-level decision-making, the role of a lot of participation. When a salesperson faces a business, not only to pay attention to the boss, but also to pay attention to a lot of people, such as the boss under the foreign trade manager to see you bad mouth, such as you and the boss set too close to the owner jealous, of course, if the wife is very strong also line; For example, you urge the financial boy's attitude is not good, but do not know that he is the boss's brother-in-law; For example, you are very polite to the janitor, fortunately he is the boss of the father-in-law ... Many relationships, many roles, many factors, will affect the purchase, so, need to sell the route map.

We say sales are treacherous, in fact, for different customers, sales must have different strategies. For example, the boss said Roi, the foreign trade manager said the effect of the wife to talk about feelings ... Sometimes a salesperson needs a supervisor to help double call, not how high a supervisor's skill is, but how much the buyer needs to be respected--why would a salesperson want me to pay 100,000 bucks for you to lead? Do not think that is the skill level, more is the human dimension, the customer approves, may be your product, may also be your person.

2. Understanding of 2C.

The important thing is the details, Wal-Mart has a word--retail is Detail. Consumer-driven, compared to the production drive, is completely different.

Traditional retail has a lot of places worth learning, such as 711, Shanghai more, the detail to achieve the ultimate. Every day at different points in time, you go to see the container, is not the same. Morning is financial newspaper, breakfast, midday snack and bento, evening dinner, night snack, emergency supplies. They are based on the level of community, demand, and so on, one shop a day four open. The whole cargo staff is very busy, every day constantly in the replacement of goods placed.

Near, the next Lian Hua also more and more good, 2006 times is Mala, now become KFC, Bread Talk, as consumers change, can not waste opportunities. We see that now Unilever divides consumers into three categories: the first, the pursuit of quality--finest, on the second floor of the Import goods zone; the second category, ordinary people--standard, or relatively simple change of the person, to provide standard goods; Category III, Price sensitive, edlp--everyday Low prices, daily low-cost, typical of Unilever's proprietary products.

People are actually more complex than the above, the same user, there will be different needs. Someone may be Monday to Friday, is standard, but one to the weekend, become finest, because the home to guests, open party, the Great Wall dry red, to 82 years of Lafite. Someone in different goods, the demand is different, high demand for milk, must be imported, but toilet paper does not matter, Lian-Hua own brand on the line. Others, perhaps with the day of payday changes, like the online quote--The month I eat what dogs eat, what I eat at the end of the month dog. Offline user research has already been done, and powerful Wal-Mart employees, just take a look at your shopping list, immediately know your sex, age, marriage, monthly income and so on.

Sales, is to master the different needs of different users, 2B is that person and the people around, 2 C is the kinds of people, of course, some sales are between the two, such as online sales of some lightweight enterprise software? Business-to-business, Taobao, Cat, a good bargain, a Amoy ... Can you find something on the line?