Selling is the art of matching product benefits with customer needs or desires. Sell your businesses offerings by communicating the value of your product or service to your potential customers. Lead the customer through the buying decision and facilitate a satisfying transaction. Know your
product. Imagine every question a prospect might ask and arm yourself with answers, linking each product fact to a customer benefit. Explain your offering in a sentence. Condense everything you know into a brief explanation that can grab interest and cause the prospect to think, “Hmm, this will benefit me.” Know your prospect. Visit Web sites, read company brochures, talk to mutual associates, and do any research necessary to arrive armed with
prospect knowledge. Know what message your prospect is ready to receive. Especially if yours is a new or unusual offering, you may need to help the prospect see the need before asking for the order. Set your sales presentation goal. Often, your aim is an incremental step — to prompt the prospect to request a proposal, to schedule a meeting with a higher-level decision maker, to arrange a demonstration, or to take some other step to move the process
toward its final step. Dress for success. The general rule is to project your own business image well while dressing at least as formally as those to whom you’ll be presenting. About This ArticleThis article can be found in the category:
What Is Business-to-Consumer (B2C)?The term business-to-consumer (B2C) refers to the process of selling products and services directly between a business and consumers who are the end-users of its products or services. Most companies that sell directly to consumers can be referred to as B2C companies. B2C became immensely popular during the dotcom boom of the late 1990s when it was mainly used to refer to online retailers who sold products and services to consumers through the internet. As a business model, business-to-consumer differs significantly from the business-to-business (B2B) model, which refers to commerce between two or more businesses. Key Takeaways
Business-to-ConsumerUnderstanding Business-to-Consumer (B2C)Business-to-consumer (B2C) is among the most popular and widely known sales models. Michael Aldrich first utilized the idea of B2C in 1979, who used television as the primary medium to reach out to consumers. B2C traditionally referred to mall shopping, eating out at restaurants, pay-per-view movies, and infomercials. However, the rise of the internet created a whole new B2C business channel in the form of e-commerce or selling goods and services over the internet. Although many B2C companies fell victim to the subsequent dotcom bust as investor interest in the sector dwindled and venture capital funding dried up, B2C leaders such as Amazon and Priceline survived the shakeout and have since seen tremendous success. Any business that relies on B2C sales must maintain good relations with their customers to ensure they return. Unlike business-to-business (B2B), whose marketing campaigns are geared to demonstrate the value of a product or service, companies that rely on B2C usually elicit an emotional response to their marketing in their customers. B2C Storefronts vs. Internet RetailersTraditionally, many manufacturers sold their products to retailers with physical locations. Retailers made profits on the markup they added to the price paid to the manufacturer. But that changed once the internet came. New businesses arose that promised to sell directly to the consumer, thus cutting out the middle person—the retailer—and lowering prices. During the bust of the dotcom boom in the 1990s, businesses fought to secure a web presence. Many retailers were forced to shut their doors and went out of business. Decades after the dotcom revolution, B2C companies with a web presence continue to dominate over their traditional brick-and-mortar competitors. Companies such as Amazon, Priceline, and eBay are survivors of the early dotcom boom. They have gone on to expand upon their early success to become industry disruptors. Online B2C can be broken down into five categories: direct sellers, online intermediaries, advertising-based B2C, community-based, and fee-based. B2C in the Digital WorldThere are typically five types of online B2C business models that most companies use online to target consumers. 1. Direct sellers. This is the most common model in which people buy goods from online retailers. These may include manufacturers or small businesses or simply online versions of department stores that sell products from different manufacturers. 2. Online intermediaries. These are liaisons or go-betweens who don't actually own products or services that put buyers and sellers together. Sites like Expedia, trivago, and Etsy fall into this category. 3. Advertising-based B2C. This model uses free content to get visitors to a website. Those visitors, in turn, come across digital or online ads. Large volumes of web traffic are used to sell advertising, which sells goods and services. One example is media sites like HuffPost, a high-traffic site that mixes advertising with its native content. 4. Community-based. Sites like Meta (formerly Facebook), which build online communities based on shared interests, help marketers and advertisers promote their products directly to consumers. Websites typically target ads based on users' demographics and geographical location. 5. Fee-based. Direct-to-consumer sites like Netflix charge a fee so consumers can access their content. The site may also offer free but limited content while charging for most of it. The New York Times and other large newspapers often use a fee-based B2C business model. B2C Companies and MobileDecades after the e-commerce boom, B2C companies are continuing to eye a growing market: mobile purchasing. With smartphone apps and traffic growing year-over-year, B2C companies have shifted attention to mobile users and capitalized on this popular technology. Throughout the early 2010s, B2C companies were rushing to develop mobile apps, just as they were with websites decades earlier. In short, success in a B2C model is predicated on continuously evolving with consumers' appetites, opinions, trends, and desires. Because of the nature of the purchases and relationships between businesses, sales in the B2B model may take longer than those in the B2C model. B2C vs. Business-to-Business (B2B)As mentioned above, the business-to-consumer model differs from the business-to-business (B2B) model. While consumers buy products for their personal use, businesses buy products to use for their companies. Large purchases, such as capital equipment, generally require approval from those who head up a company. This makes a business' purchasing power more complex than that of the average consumer. Unlike the B2C business model, pricing structures tend to be different in the B2B model. With B2C, consumers often pay the same price for the same products. However, prices are not necessarily the same. Businesses tend to negotiate prices and payment terms. What Is Business-to-Consumer and How Does It Differ From Business-to-Business?After surging in popularity in the 1990s, business-to-consumer (B2C) increasingly became a term that referred to companies with consumers as their end-users. This stands in contrast to business-to-business (B2B), or companies whose primary clients are other businesses. B2C companies operate on the internet and sell products to customers online. Amazon, Meta (formerly Facebook), and Walmart are some examples of B2C companies. What Is an Example of a Business-to-Consumer Company?One example of a major B2C company today is Shopify, which has developed a platform for small retailers to sell their products and reach a broader audience online. Before the advent of the internet, however, business-to-consumer was a term that was used to describe take-out restaurants, or companies in a mall, for instance. In 1979, Michael Aldrich further utilized this term to attract consumers through television. What Are the 5 Types of Business-to-Consumer Models?Typically, B2C models fall into the following five categories: direct sellers, online intermediaries, advertising-based B2C, community-based, and fee-based. The most frequently occurring is the direct seller model, where goods are purchased directly from online retailers. By contrast, an online intermediary model would include companies like Expedia, which connect buyers and sellers. Meanwhile, a fee-based model includes services such as Disney+, which charges a subscription to stream their video-on-demand content. What is a business that sells a service?Examples of service businesses include companies engaged in transport, food service, distribution, retail, and other industries that sell services rather than products. These intangibles provide the primary revenue source for service businesses.
What is a business that sells goods or services directly to the public?A retailer sells products and services directly to the public in person, online, or through a combination of both. Retailers purchase goods from manufacturers and wholesalers and resell them to customers for a profit.
What is it called when a business sells your product?Retailing - All activities used to sell products to ultimate consumers.
What type of business sells goods and services?A firm is a business entity that produces or sells goods and services. Firms and buyers are the two main participants of a market exchange.
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A business that sells a service to the public and does not make or sell a product.
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