Contrary to popular belief, customers are less interested in price than in these six things.
All customers want the highest quality at the lowest price, right? Well, sort of. That stuff is important but, surprisingly, the quality vs. price formula is not usually on the top of the customer’s list of concerns, especially when it comes to selling B2B.
According to numerous surveys, B2B customers want the following six things from the people who sell to them:
1. Preparation
Customers want you to do your homework before talking with them. They resent it when you ask questions that can easily be answered by a few minutes on the web.
- Wrong: “And your VP of manufacturing is who?”
- Right: “How are purchasing decisions made between the manufacturing and engineering group?”
…to read this article in full, visit leading US small business resource, Inc.
