B4B, BUSINESS FOR BUSINESS PART 5
B4B means that instead of focusing on selling a product or service to your customers, instead, you work to better your customer’s business by focusing on value.
The difference between B2B and B4B is:
B2B = Sell a product or service to its customers
B4B = Deliver value that creates positive results for your customers / partners
Business benefit must be at the center and here are 4 tips for switching from B2B to B4B.
1. How well do you know the reason your customers are shopping? Ask what value they get from your products and how you can increase that value. Talk primarily with the big customers to convey customer benefits to the smaller customers.
2. Review the after sales activities. Follow-up is important.
3. How many repeat customers do you have? What does the process look like for repurchase? Subscription etc?
4. Is your company innovative? The ability and willingness to improve is important when switching from B2B to B4B.
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