B2B buyer behaviour

99% of B2B buyers use the internet to find and compare products and services, and this is where contemporary professional buyers make a first selection. If your products aren’t easy to find, they won’t even be compared. We make sure that your company and your products can be found online immediately, resulting in more leads and sales from new customers.

There are significant differences in the way professionals and consumers behave in the way they search, assess results, request quotes, order and pay. On the other hand, professional buyers expect at least the same level of user-friendliness and tempting online experience as consumers are entitled to.

Your existing customers deserve attention, including when they are online! Many of our clients initially want to focus on new customers, which looks like pure profit for the company. However, the results of our methods of approaching existing customers always surprise our clients. There is a major chance that existing customers will spend more on products that they already purchase (deep-selling), product diversity (cross-selling) or higher-segment products (up-selling) if you proactively and consistently promote these products among your target audience. Don’t forget: your existing customers also go online to make comparisons. Confirmation that they have found the right party and remain with it is much more effective in terms of costs and revenue than acquiring a new customer.

We create, develop, redevelop and operate your digital channels to achieve maximum return for your company. Jelba is a specialist in online marketing for B2B buyers.