The insurance market is broad and dynamic, reaching out to B2B and B2C consumers with specific approaches. While both consumers are looking for the best deals and insurance coverage, insurers must cater to them with distinctive techniques depending on many factors.
This article will help you elaborate on the difference in customer trends and other strategies for B2B and B2C insurance companies. Before we begin, let's first explore what we understand by B2B insurance companies and B2C insurers.
What are a B2B insurance company and a B2C insurance company?
A B2B insurance company offers insurance covers to businesses and enterprises. They cover loss or any damage to business assets if there is a disaster, loss, or financial hardship. The policies provided by B2B insurance companies are usually customized to specific business requirements depending on the industry and help significantly if the business faces a downhill.
A B2C insurance company offers health, income protection, or life insurance policies. These policies are for individuals and can be applied for health risks, vehicle coverage, and if an individual loses the capacity to earn a living temporarily or permanently.
Now that we have a brief understanding of how B2B and B2C insurance companies function, let's look at the significant difference in the consumer trends, marketing strategies, and buying cycle of B2B and B2C insurance companies.
Differences between B2B and B2C insurance companies
1. Logic vs. emotion
From a psychological marketing standpoint, B2B customers are driven by logic, whereas B2C customers are more emotionally driven. This is because B2C consumers are more likely to purchase an insurance policy based on how they feel from an ad campaign or when they can connect emotionally with the insurer.
Moreover, B2C insurers offer health-related coverage or asset coverage; hence there is always an angle of attachment, one's health risks involved, which work as driving factors in helping consumers choose a policy from an emotional perspective.
Contrarily, B2B insurers are logic-driven. They would perform necessary research on B2B insurers and narrow down on a company that offers proper coverage. B2B insurers are willing to wait and choose the best policy for the enterprise compared to B2C consumers, whose buying decisions are driven by emotions or impulses.
2. Price point
Insurance policies are complex for any individual. A B2C consumer would like to go for an insurer offering the best deals at a lower price than other insurers. The price point drives them.
Comparatively, B2B insurers are more focused on the coverage and authenticity of the B2B insurers in the market and are willing to invest if the outcome is worth it. They do not stress higher price points and keep company protection as the highest priority. Every business has individual requirements; hence B2B insurers go on board with insurers only after they are assured it will benefit them.
In a B2C setup, an insurer usually only needs to converse with one person to go for a policy, help them understand the terms and conditions, and make an informed decision. This is because consumers are inclined to seamless, quicker purchases that do not make them think too hard and provide the best results. Consumers do not prefer perusing through multiple pages of policy terms and would settle for the insurer's words before applying for a claim.
In a B2B setup, the decision makers are usually the company's stakeholders, the CEO, and managerial heads; hence the insurer needs to represent the policy terms to different prospects of the company, which involves a longer process. The buying cycle is not as quick as that of B2C insurers and has to be dealt with strategically by the B2B insurance agent. The final decision is influenced by many people, which complicates the decision-making process.
4. Customer relationship
B2B clients tend to stay longer with any partner or brand, as the price of switching to a different company and briefing their business requirements would cost them more. Hence, B2B insurance companies aim to establish long-term bonds with their clients. As a result, it is equally crucial for a B2B insurer to frame policies that can nurture the relationship with your potential buyer and create the foundation for a long-term partnership.
B2C insurance companies usually have short-term relationships with consumers as compared to a B2B model, as customers tend to browse around as they near the time of renewals. Consequently, B2C insurers must adopt methods to maximize customer retention, as customers don't stay with one insurer for long.
5. Target Audience
The B2B market scope is more specific than the B2C pool. Insurers know their target market and prepare their policies accordingly. B2B insurers have a broader knowledge and understanding of who they are targeting their sales pitch to as a result of this and focus on generating solid leads in the B2B ecosystem.
The B2C market dynamics comprises individual consumers who different ad campaigns by competitors constantly lure, and insurers have the pressure of pitching to a much larger audience. B2C insurers have a larger target audience; hence, they must continuously adapt marketing strategies and customer retention campaigns for customer acquisition.
6. Product knowledge
When dealing with a B2B client, insurers need sound product knowledge to pitch insurance policies to stakeholders and decision-makers in the company who are aware of their specific requirements and prefer direct marketing. A thorough understanding of the industry, company background and operations can help a B2B agent to make his pitch confidently and increase his chances of acquiring a potential lead.
The scenario is different when it comes to B2C consumers. B2C insurers are driven by impulse buying and are more worried about the price point and the benefits they can get from a policy. They are often individuals who also need to be told the benefits an insurance policy can bring into their lives. Here, B2C insurers can adopt a strategy to demonstrate to the client how their products are better than their competitors and convince them to choose a particular policy.
In a B2C setup, an insurer has the upper hand being an expert who knows about his niche enough to make a sale. These dynamics are reversed in a B2B setup where an insurer must show that he understands the client's products and requirements and has the best offer to make!
7. Marketing strategies
The marketing strategies are just as much different for B2B and B2C companies as the other factors mentioned above. B2B insurance companies pitch their services and products to goal-oriented and logic-driven clients and make purchasing decisions depending on the return on investment they can expect from a company.
Hence, B2B insurance companies need to adopt marketing strategies that help clients understand the authoritativeness and the long-term benefits that a policy can bring to the company and implement strategies that help them stay ahead of the competitive market. While B2C insurers compete with thousands of other competitors, B2B insurers have less and stronger competition.
Other insurance providers are constantly luring B2C clients through social media and other platforms; hence, B2C insurers must have proven marketing strategies to reach an audience with many options. B2C clients look for the best deals and seamless experiences with their insurers. As a result, B2C insurance marketers need to create a buzzing presence on all platforms to stand out.
B2C insurers need a creative edge with their marketing prospects to create that emotional connection with B2C customers who are more emotionally driven to purchase decisions.
Leverage your insurance business with the right strategies!
For an insurer to be successful, it boils down to nurturing customer relationships. While the approach might be different for B2B and B2C clients, respectively, an insurer must be able to provide exceptional customer service to ensure customer retention and lead generation. Therefore, while there are several differences between B2B and B2C insurance companies, the one common factor for both is providing customer satisfaction.
With the right marketing strategies and a thorough understanding of B2B or B2C customer behavior, you can scale your insurance company and generate quality leads. For more information on B2B and B2C insurance companies, you can check our blogs at Asteya's blog section and learn about tips and tricks to excel as an insurer.