Do we sell products or do we sell solutions?
Posted: Thu Dec 05, 2024 8:02 am
B2B marketing plan: 3 recommendations to keep in mind so that your client can find you and become interested in your offer
Communication,Marketing B2B
In B2B markets it is increasingly difficult to stand out for product attributes, so how can we generate value for our customers? The question has an easy answer although the solution is certainly complex, we give you some clues.
B2B marketing plan: 3 recommendations to keep in mind so that your client can find you and become interested in your offer
Have you got your B2B marketing plan well planned ? Companies that manufacture and sell industrial products or capital goods operate in environments saturated with supply and a large number of competitors on a national and international scale.
In these markets, it is becoming increasingly difficult to highlight the qualities of their products against competitors who can provide similar technical solutions. Therefore, in industrial companies, as well as in service companies, it is increasingly difficult to find objective competitive advantages based on the attributes of the product or service, because when faced with such a wide range of offers, the B2B buyer may have difficulties (technical and time-related) in deciphering all the information to which they have access and being able to make the decision that best suits their interests.
Therefore, if it is increasingly difficult to stand out for the netherlands whatsapp mobile phone number list attributes of our products , how can we generate value for our customers?
A first step would be to redefine the company's proposal in your B2B marketing plan and incorporate attributes and intangibles that provide added value to the customer. And this is one of the keys to the matter: putting the customer at the centre of the debate.
To make this task easier, Aeroplano recommends addressing the following three questions and answering them in your B2B marketing plan to make it easier for your client to find you and become interested in your offer:
1. Do we sell products or do we sell solutions?The B2B customer has gone from demanding products to demanding solutions .
The product plays an increasingly less important role; what interests them is a response to a specific problem . Because everyone has a problem or a need, but many do not know how to deal with it. They need suppliers who understand their sector, who demonstrate experience and knowledge, and who offer customized solutions. In short, they need companies that help them meet their needs and not so much a specific product.
And these solutions can incorporate services that generate additional income, such as technical assistance, maintenance and operation services, machinery rental services, etc., but they can also be intangible attributes that do not generate direct income but that help position the brand and its product portfolio, increase the ratio of won opportunities and operate with a higher commercial margin.
3.
Communication,Marketing B2B
In B2B markets it is increasingly difficult to stand out for product attributes, so how can we generate value for our customers? The question has an easy answer although the solution is certainly complex, we give you some clues.
B2B marketing plan: 3 recommendations to keep in mind so that your client can find you and become interested in your offer
Have you got your B2B marketing plan well planned ? Companies that manufacture and sell industrial products or capital goods operate in environments saturated with supply and a large number of competitors on a national and international scale.
In these markets, it is becoming increasingly difficult to highlight the qualities of their products against competitors who can provide similar technical solutions. Therefore, in industrial companies, as well as in service companies, it is increasingly difficult to find objective competitive advantages based on the attributes of the product or service, because when faced with such a wide range of offers, the B2B buyer may have difficulties (technical and time-related) in deciphering all the information to which they have access and being able to make the decision that best suits their interests.
Therefore, if it is increasingly difficult to stand out for the netherlands whatsapp mobile phone number list attributes of our products , how can we generate value for our customers?
A first step would be to redefine the company's proposal in your B2B marketing plan and incorporate attributes and intangibles that provide added value to the customer. And this is one of the keys to the matter: putting the customer at the centre of the debate.
To make this task easier, Aeroplano recommends addressing the following three questions and answering them in your B2B marketing plan to make it easier for your client to find you and become interested in your offer:
1. Do we sell products or do we sell solutions?The B2B customer has gone from demanding products to demanding solutions .
The product plays an increasingly less important role; what interests them is a response to a specific problem . Because everyone has a problem or a need, but many do not know how to deal with it. They need suppliers who understand their sector, who demonstrate experience and knowledge, and who offer customized solutions. In short, they need companies that help them meet their needs and not so much a specific product.
And these solutions can incorporate services that generate additional income, such as technical assistance, maintenance and operation services, machinery rental services, etc., but they can also be intangible attributes that do not generate direct income but that help position the brand and its product portfolio, increase the ratio of won opportunities and operate with a higher commercial margin.
3.