It’s time to ask yourself one simple question. What are you really selling? You know your product offerings front to back and side to side, but do you really know what you’re truly providing your customer? When you think about it, there are only three real drivers that a B2B buyer looks for in a solution. Every single B2B sales transaction can be reduced to one or more of the following three solutions:
- Save or Make Money
- Is this a solution they need that is more cost-effective than other options? Or does this bring in extra revenue for them?
- Speed Up Cash Flow
- Cash is king. Many accounting services and programs help in this category.
- Increase Efficiency
- Time is money. Do you help them complete tasks faster? With less staff?
This is definitely simplifying it, but these three simple motivators are what B2B buyers are truly looking for – the most pertinent decision criteria behind every B2B sales decision.
Stay tuned for further blog posts about how to drive each of these points home. Which driver do you provide your clients?
