If you Deal with Businesses
Do your customers use your products or services for themselves, or for their organizations? As you know, in business to consumer interactions, your customers are buying for themselves out of their own pockets. However, when customers are buying on behalf of their organization (business to business), the money comes from their employer. That’s why, when I do seminars for clients who provide products and services to companies, I remind them to focus on two (often overlooked) aspects of their service:
- Making your customer’s job easier
- Making your customer look smarter to their supervisor
Focusing on these two areas means that – even if your price is higher than others – your customers have a personal interest in doing business with you over your competitors. If they have to pay more of their company’s money to work with you, it’s still in their own best interest to do so.
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