One principle to keep in mind when looking for new customers is that they are often not totally “new” – in the sense that they have never bought a service or product like yours – but are customers that you need to convert from “someone else’s customers” to “your customers” .
This is especially true in B2B marketing, where the main problem is georgia phone number library not so much making yourself known or shouting the presence of your business to the four winds, but being able to make the potential customer perceive why they should purchase the service from you rather than from any of your competitors.
“We are the market leader, the best in the industry” doesn’t work for two reasons:
barriers to production – and quality – no longer exist,
Customers, in general, are unable to objectively evaluate quality.
The customer chooses the perceived quality , that is, a combination of emotional and rational elements that make him say "this product is of quality" .
This is because, unable to objectively delve into all the problems it faces on a daily basis, our brain relies on surrogates and models that allow it to make decisions without too much effort and reasoning.
You, then, must be different . Find that something that differentiates you from your competitors and makes your offer more desirable.
Acquiring new B2B customers: Unique Selling Proposition
B2B Customer Acquisition USP
This is especially true in B2B marketing, where the main problem is not so much making yourself known or shouting the presence of your business to the four winds, but being able to make the potential customer perceive why they should purchase the service from you rather than from any of your competitors.
Why should the customer buy from me or be interested in me?
What should he do to learn more about my differentiating idea?
Where can you find a trial of my product or service or ask for information?
Why shouldn't he miss my offer?
Why is what I offer more suitable for a specific need than other offers on the market?
Why should the customer act now and not wait?
How does the customer accept my offer?
