Episode 43: B2B, B2C aur account-based marketing
B2C aur B2B marketing ka fark, B2B buying process, aur chuni hui companies ko target karne ka ABM tareeka.
Ek HR manager ne LinkedIn par Neha ki post dekhi: “Hum apni 80 women employees ko Diwali par gift dena chahte hain.”
Ek order, 80 kurtis. Lekin yeh customer Priya jaisa nahi sochta. Yeh company hai, aur company alag tareeke se kharidti hai.
B2B aur B2C mein fark
| B2C (Priya) | B2B (Company) | |
|---|---|---|
| Kharidar | Ek insaan | Kai log (HR, finance, manager) |
| Decision time | Minute se din | Hafte se mahine |
| Basis | Emotion + price | Logic, budget, risk, process |
| Order size | ₹899 | ₹50,000+ |
| Channel | Instagram, WhatsApp | LinkedIn, email, calls, referrals |
| Rishta | Brand | Insaan se insaan |
B2B buying committee
User
Jo product use karegi.
Employees
Champion
Jo idea laata hai.
HR manager
Decision maker
Final haan.
HR head / founder
Finance
Budget, GST invoice, payment terms.
Accounts team
Har ek ki chinta alag: employees ko design, HR ko hassle-free delivery, finance ko proper invoice.
B2B marketing ke tools
- LinkedIn: Neha ka founder content (Chapter 10), HR groups
- Sample kit: 3 fabric swatches + 1 kurti, decision maker ko
- Proposal deck: options, pricing slabs, timeline, customization (logo tag, gift box)
- Case study: “Company X ke 50 kurtis, 4.8 rating employees se”
- Email follow-ups aur calls
Account-Based Marketing (ABM)
Sabko marketing karne ki jagah, kuch chuni hui companies (accounts) ko personal, focused marketing.
StyleStreet: Jaipur ke 10 companies jahan 50+ women employees (banks, IT parks, hospitals, colleges).
B2B pricing aur terms
| Quantity | Price/kurti | Extras |
|---|---|---|
| 25–49 | ₹799 | Gift pouch |
| 50–99 | ₹749 | Gift box + custom tag |
| 100+ | ₹699 | + size camp (office mein trial) |
Margin check: ₹699 par bhi product cost ₹380, shipping bulk mein kam. GST invoice, advance %, delivery date pehle se tay.
StyleStreet ki real problem
B2B inquiry ko B2C jaisa treat kiya
Pehli corporate inquiry par Neha ne WhatsApp par catalog link bhej diya aur “DM for bulk price” likha. HR manager ko proper quote, invoice details aur sample chahiye tha. 2 hafte baad unhone doosre vendor ko order de diya.
Practical example: ABM pilot: 10 companies
| Step | Action | Result |
|---|---|---|
| List | 10 Jaipur companies, HR heads LinkedIn par | 10 accounts |
| Warm-up | Unke posts par genuine comments, Neha ki story posts | 6 ne connection accept |
| Outreach | Personal message + “free sample kit?” | 4 ne haan bola |
| Proposal | 1-page PDF, slabs, timeline | 4 proposals |
| Close | Follow-up call | 2 orders: 60 + 45 kurtis |
105 kurtis ≈ ₹81,000 revenue, 2 orders se. Ek normal mahine ke B2C revenue se zyada.
Aapka mission: B2B / ABM plan banao
StyleStreet ke corporate gifting ke liye:
- B2B ke liye ideal customer profile likho (company type, size, location)
- 10 target companies ki list banao
- Buying committee ke har role ki chinta likho
- LinkedIn outreach message likho (personal, short, no hard sell)
- 1-page proposal ka outline banao
- Quantity pricing slabs + margin check
Quiz
-
B2B buying ka sabse bada fark?
- A. Hamesha sasta
- B. Kai log decision mein, lamba process, logic aur risk par focus
- C. Sirf Instagram
- D. Koi fark nahi
Answer dekho
Sahi jawab: B. Kai log decision mein, lamba process, logic aur risk par focus
Company ke andar kai log haan bolte hain.
-
ABM ka matlab?
- A. Sabko ads
- B. Chuni hui companies ko personal, focused marketing
- C. Affiliate
- D. Email blast
Answer dekho
Sahi jawab: B. Chuni hui companies ko personal, focused marketing
Kam accounts, gehra focus.
-
Corporate inquiry aayi. Best response?
- A. Catalog link + “DM for bulk price”
- B. Jaldi call, proper quote, sample offer, invoice details
- C. Ignore
- D. Retail price batao
Answer dekho
Sahi jawab: B. Jaldi call, proper quote, sample offer, invoice details
B2B buyer professional process chahta hai.
-
B2B ke liye StyleStreet ka best channel?
- A. Instagram Reels
- B. LinkedIn + email + direct outreach
- C. TikTok
- D. Pinterest
Answer dekho
Sahi jawab: B. LinkedIn + email + direct outreach
Decision makers professional channels par hote hain.
Client project mein output
Project file mein ab B2B Corporate Gifting Plan:
- B2B ideal customer profile
- 10-account ABM list
- Outreach + proposal templates
- Pricing slabs
- Pilot: 2 orders, 105 kurtis
Golden rule: Company ek insaan nahi, ek committee hai. Har insaan ki chinta samjho, process aasaan karo, aur kam accounts par gehra kaam karo.