Ever wonder what B2B customers really want from you?
Here’s a list I got from Howard Stevens, the head of the HR Chally Group, a company that’s surveyed thousands of B2B buyers over the past decade.
It’s real food for thought:
- Be personally accountable. Don’t pass the buck somebody else in your firm; I want your skin in the game.
- Understand my business. Don’t expect me to answer dozens of questions that you can get answered elsewhere.
- Be on my side. Since I’m risking my career doing business with you, I expect you to represent my best interests.
- Design the right applications. Don’t burden me with features and functions; tell me how your solution will help my business.
- Be easily accessible. If I’m important to you, you’ll answer my email or vmail within minutes, not hours or days.
- Solve my problems. I want you to be thinking about helping my firm, not selling your products.
- Be creative in responding to my needs. If you can’t figure out how to help me, I ‘ll get on the web and find someone who can.
