Awkward Reality #395

Your B2B customers are smarter than you.

It may be OK for consumer goods producers to guess their customers’ needs. After all, their product developers are end-consumers themselves. So if you’re an Apple engineer, you already know what consumers like you want in a mobile phone.

But your B2B customers know much more than you about their needs. If you make pigment, your customers know a lot more than you about the paper production it’s used in. Isn’t it silly to guess their needs when they’d love to tell you… if you asked the right way? That’s why you need to let the customer lead the interview, not you. Yep, you can put your questionnaire or interview guide away now.

More in e-book, Reinventing VOC for B2B