This is one of the most important points, as it is the basis of everything.
They are the ones who will buy your products or consume your services, so you must know exactly what their needs, problems or pain points are, and then plan how you will reach them.
You already know who you are going to target and what you are tg database going to offer them, but where are they?
You should also make sure you know where they are, since sometimes our products/services are only needed by a very small niche. And that is not bad or worse or more difficult, you just have to know it in order to be able to propose actions and strategies in line with that specific target audience.
We also mention this because there are many companies that think: the more I cover, the more options I will have. And it doesn't have to be that way. The problem with companies that think this way is that they generalize too much and end up losing focus and, although it may not seem like it, the prospects realize this and end up deciding not to trust you.
3° Discover your differentiator
Nowadays we are fed up with seeing companies copying each other. Don't be like that.
You must clearly define what makes you different and show it to the world. What is your value proposition, what is your competitive advantage over the rest. Why should they choose you and not your competition?
Communications go much further and we have to know where the pain point of our potential clients is and what their needs are, making them see that we are there and we are going to solve their problems.Every B2B company has short, medium and long-term objectives and for this there are opportunities for organic and inorganic growth. Perhaps the terms are familiar to you but we want to explore them a little more today, so that you can understand what resources you can get from them.
