{"id":1573,"date":"2022-12-05T06:37:33","date_gmt":"2022-12-04T22:37:33","guid":{"rendered":"https:\/\/digitspark.co\/blog\/b2b-development%ef%bc%9ahow-to-establish-a-high-efficiency-conversation\/"},"modified":"2025-12-16T02:35:03","modified_gmt":"2025-12-15T18:35:03","slug":"b2b-development%ef%bc%9ahow-to-establish-a-high-efficiency-conversation","status":"publish","type":"blog","link":"https:\/\/digitspark.co\/en\/blog\/b2b-development%ef%bc%9ahow-to-establish-a-high-efficiency-conversation\/","title":{"rendered":"How to build effective dialogues and deeply understand buyers in B2B customer outreach?"},"content":{"rendered":"

When businesses do business with each other, the buyer they need to impress isn’t a single individual, but rather a group of “internal decision-making teams.” This is why, when we at\u00a0<\/span>IBA (Inbound Marketing Analytics)<\/span><\/a>\u00a0collaborate with companies and plan their marketing strategies, we often hear B2B companies lament, ”\u00a0<\/span>It’s so difficult to go out and find new customers!<\/span><\/strong>\u00a0” For example, traditional manufacturers and electronic component suppliers are accustomed to maintaining performance with established clients; when it comes to developing new business with completely unfamiliar clients, they rely more on face-to-face communication to build relationships with like-minded business partners.<\/span><\/p>\n

Of course, face-to-face relationships are the most profound, but they are not a good approach in terms of human resource costs. B2B companies should cultivate interpersonal relationships through a combination of online and offline channels. They should start by opening up dialogue channels online and then gradually utilize online and offline resources for in-depth communication.<\/p><\/blockquote>\n

IBA has compiled the communication pain points and solutions encountered by its B2B clients when building marketing funnels and acquiring new customers into this\u00a0<\/span>lecture<\/span><\/a>\u00a0to share with participating business owners.<\/span><\/p>\n

As a “seller” in B2B, how can I build valuable customer relationships?<\/span><\/h2>\n

How do you conduct cold calling online? Do you send out emails and make phone calls every day, or collect business cards at trade shows? These are certainly necessary measures, but when competitors are doing the same thing, how do I stand out? Leaving aside “product differentiation,” today we invite industry professionals to consider the issue of ”\u00a0<\/span>communication differentiation<\/span><\/strong>\u00a0.”<\/span><\/p>\n

Based on IBA’s experience, in B2B transactions such as corporate procurement, the “decision-making period” of the purchasing unit can extend from an average of 3 months to about 1 year. Therefore, as a seller, to do B2B business, you cannot be obsessed with pursuing the short-term benefit of “immediate conversion to sales!” Instead, it is a long-term battle. What the seller needs to do is to try to\u00a0<\/span>extend the contact time with potential customers and maintain a good relationship during their decision-making period<\/span><\/strong>\u00a0. While procurement, management, and even the big boss and investors are in the long observation period of considering “whether to introduce new products or services next year or next quarter?”, we are always in their sight.<\/span><\/p>\n

In this lecture, IBA designed a “B2B Procurement Decision Scale” to focus on: ”\u00a0<\/span>How does my company currently communicate with potential customers?<\/span><\/strong>\u00a0“<\/span><\/p>\n

This “how” includes many details, such as:<\/p>\n