In a B2B exhibition construction, you are in reality selling to other people, so it is important to make the visitor buy into your company and products or services on a personal level. As an alternative to using a push strategy and reading out from a scripted sales pitch, try to understand the visitors requirements first before offering a solution. If you solve a need through your solution, as opposed to just highlight the features and benefits of your products or services, you are more likely to get a sale.
One of the primary activities in the purchasing process is often to select a group of brands to be regarded. Usually, the customer will not be exposed to several brand names in the process, except from happen stance. The first supplier which comes to customers mind will then have an advantage.
B2B marketing relies significantly on direct selling and marketers and sales people need to operate closely collectively. A good advertisement can create a buyer in B2C, whereas advertisement in B2B has a different role and due to the smaller amount of customers in B2B, word of mouth has a higher impact compared to what it has in B2C. In B2B the brand tends to have a reduced relation to the buyers whereas in B2C, the power of brands can be a massive tool for impacting the buyers.
The potency of a brand lies in what resides in the minds of customers. The difficulty for marketers in developing a strong brand is ensuring that customers have the right type of experiences with products and services and their enclosed marketing programs therefore the desired thoughts, feelings, imagery, beliefs, perceptions, opinions, and so one become linked to the brand. Brand awareness is the potential buyer ability to recall and recognize that the brand is a member of a specific product category and that there is a link between the brand and the product class.
Branding results in brand equity, the sum of money that customers are willing to pay buying products from the brand. Brand equity is definitely an intangible asset that can be tracked on your balance sheet, and can make your organization more valuable over the long term.
The two main key dimensions that distinguish brand recognition, depth and breadth. The depth of brand awareness refers to how easy it is for customers to recall or identify the brand. Breadth of brand awareness refers to the range of consumption and purchase situations where the brands come to the customers.
A highly prominent brand is a brand with both breadth and depth of brand awareness. Not only has the brand to , top of mind, but will also do so at the right place at the right time. Many products and brands are undetected and forgotten in possible usage situations and increasing the salience of the brand in those settings may also help in driving consumption and increase sales volume.