On the growth of Business-to-business new station is there a chicken or an egg first?

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Although today the streets and lanes are talking about the o2q, it seems that everyone is beginning to forget about business-to-business. As one of the earliest ways to realize profit in the Internet, as a model of direct service merchant, Business-to-business still has its vitality and is necessary to be discussed.

The author of his career in a large and small contact with more than 10 business-to-business sites and projects, and some sites are already my home has a female early grow up, and some sites are empty two white, stones. I would like to talk about, if it is a newly established or soon established Business-to-business website, in the process of growth will face those problems. Or how to promote the growth of new business-to-business websites. I summed it up as a puzzle, two dry goods, three kinds of ability.

A puzzle: Is the chicken first or the egg?

For any business-to-business Web site, chickens are corporate members and businesses, eggs are traffic and income, traffic can be converted into income, so the two can be basically equivalent. A lot of business-to-business webmaster or marketing staff, in the service to the customer recommendation site, customers will often ask: "Your site traffic so little, I was a member of my products, brand propaganda efforts are limited." "So the Business-to-business site began to find traffic, including buying traffic as a short time and emergency publicity means, eventually will find that the site's main browsing crowd or industry enterprises, so still want to attract more enterprises to become members." This is the cycle of death. Almost all new business-to-business stations face such a cycle of death. To get out of the cycle of death, you need to find two dry goods.

A dry Goods: unique information

Many business-to-business websites have been asked by business owners: Why should I be a member of your website? Most of the answers are: become members of our website, you can have their own shops, publicity enterprises and products. COME on, unless you can achieve the same brand name as Alibaba, this is a small attraction for companies. Think that the business treasure can use a stack of chemical business card can become a listed company, but it is impossible to copy him. The author once to the Business Treasure's website China Steel Net has had the understanding, their unique information is what? Many steel buyers are sensitive to changes in the spot price of steel because of the large volume of purchases that may make the purchase cost much different. The Chinese steel network employs a large number of people who call the steel mills around the world every day, asking about today's steel prices through various means and rhetoric, so that the buyers of steel will naturally become users of the site. This is the information dry goods. The author contacted another business-to-business website is the food industry website, the website can attract a large number of corporate members, because there are a large number of electronic food standards. Food developers need these standards, and food research and development personnel in the enterprise is in a very important position. The same is unique information for dry goods.

Another dry goods: information that generates revenue

Business-to-business websites can eventually generate revenue, there are two main sources, one is to provide services, including selling ads, to customers to do the site, to optimize the customer, it can be said that this has deviated from the original purpose of the Business-to-business website. Another source is selling information, by restricting membership, and selling High-value information to members who are willing to pay. As the Chinese steel net mentioned earlier, paid corporate members can get information about the price of steel at the first time, while the information obtained by the non-paying members will lag behind, and the lag may be out of stock. There are also the food business-to-business website mentioned by the author, only the senior members can view the complete food standard document and can download it, but not the paying member.

Three kinds of ability:

Online promotion Ability: this point everyone must be very familiar with, that is the continuous SEO work.

Offline promotion capabilities: Most of the business-to-business sites will choose to carry out a certain line of promotion, including participation in exhibitions, exhibition interviews, attend meetings, hold meetings and so on, because these channels are most manufacturers have always been very fancy marketing methods, or even the main marketing methods.

Public Relations Ability: if it is not Alibaba or intelligent network such a comprehensive Business-to-business website, most of the business-to-business website industry is relatively fragmented, the industry's enterprises are basically soon to know and understand. So the public ability of business-to-business websites is very important. I have participated in an exhibition, a company affiliated with a business of the Business-to-business Web site, corporate CEOs can take the site owner, to each exhibitor introduction. And the author learned that an instrument industry website, the instrument industry almost all experts, are its website operations consultant. Thus, the public relations ability of business-to-business websites is unusual. This article in A5 first, show station net original http://www.xiuzhanwang.com (Weave dream template), reprint please keep link