Findaso is a marketplace for technology providers, our users are mainly startup companies seeking to develope long-term relationship with their own B2B customers, here is a quick framwork illustraded first by Richard Ettinson in how to SAVE your company (Solution, Access, Value, and Education); This simple tips will help you to understand the expectations of customers in the market. According to Richard Ettinson, the basic rules of marketing also apply to B2B. Let's examine the rules and SAVE your business. Solution Our first rule, Solution, states that the important part is troubleshooting. Do not highlight your own product when meeting with your customer. Instead, focus on how this product will help them solve their problems. Research shows that most B2B customers look for solutions after encountering a problem. For this reason, when they want to buy a product or service, their priority is how to solve the problems of this product. Access Our second rule is Access. When a client hears your company name, they start researching about your company. It tests your credibility as it is the golden rule of trading. At this stage, the first place to visit will be your website. You should satisfy the customer by providing sufficient information about your services on your site. It will be a big plus to see your previous customers and their reviews. This is one of the most important elements that ensure reliability. Finally, you must have a fast communication system. As mentioned above, when their customers encounter a problem, they will come to you and seek a quick solution. Providing quick and clear answers to their questions will provide a safe start to your interview. Value One of our other rules is Value. When meeting with your customer, the focus should not be on the price of your product. Instead, you should talk about the value the product will add to them. Thanks to the products you provide, your customer will get rid of larger costs. Emphasizing the importance of value will convince the customer that the product deserves its price. Education Our last rule is Education. Your customer may not know how to use the product. To eliminate this possibility, you should provide product-related training to your customers. Providing support afterwards will be very effective in increasing customer satisfaction. With this training and support, you will also ensure your customer's loyalty. Another thing to consider in B2B relationships is that customers are a team. When companies create their purchasing teams, they bring together experts in every field. That's why it's important to be quite perfect in all subjects in the presentations prepared. It is important that the whole team watching the presentation get answers to the questions in their field. Especially in the field of B2B technology, IT should be perfect. Ease of the process is also an important issue in B2B technology sales. Research shows that many customers find the purchasing process complex. Complex processes may discourage the customer and do not provide a good experience. The faster and simpler the purchasing process is, the more trust you will receive.
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