Analyzing the purchasing behavior of B2B customers

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The typical purchasing behavior of your contacts should also be included in your target group analysis. In this study, address the following questions:


How often does your target group shop?

Where does your target group shop?

Does your target group frequently change providers?

The easiest and most efficient way to get this information is to ask for it. You can survey your customers by phone, online or in person. Tracking tools such as Google Analytics also give you information about your customers' behavior on your website. If you have no experience at all, it may be sufficient to create and analyze a fictitious target group to begin with.

By answering the questions listed above, you romania whatsapp data will learn more about purchase frequency, price sensitivity and the time of purchase at the so-called point of sale. With the help of this information, you can optimally target your customer approach and place offers at the right time, because you know when your customers usually look for new offers. You also know what your target group is willing to pay for your service or products.


Tip:
When analyzing price sensitivity, don't forget to keep an eye on your competitors' offers as well as your existing customers. This will help you adapt better to the market.


At the point of sale, we look at whether sales were made online or through personal contact. Depending on the result, you can, for example, expand your online presence or move in a specific direction to make it easier to obtain orders and generate new leads.

The personal target group analysis
In the B2B segment, there is usually one person who makes the purchase decision, while another person is responsible for carrying out the purchase. These people often even work in different departments of a company. Therefore, you should always remember who is ultimately responsible for the purchase and that behind every purchase decision there are different people who you have to convince. This insight can be of great importance for an individual and targeted approach to customers.

For better analysis, it can be helpful to focus on a specific target person and define them more closely. This way, you can target a specific type of customer . This personal target group analysis has the advantage that you can find out more precisely how you can reach your target person and which communication channels they probably prefer. In addition to your target group, you can also determine specific buyer personas . In contrast to the target group, a buyer persona has a specific face. It is a semi-fictional person who represents your typical customer.