Awkward Reality #90

Expect more out of your interview with a hydraulic hose buyer than with a garden hose buyer.

You can have an intelligent, peer-to-peer conversation about pressure ratings, fluid specifications, etc. You can expect greater B2B interest vs. B2C, since your innovations can help the hydraulics engineer become a hero with his next new product. Without innovative suppliers like you, his path to recognition is a difficult one.

Read this article, B2B Customer Interviews: Are They Different?  to learn why you are severely under-optimizing if you are a B2B supplier using one-size-fits all VOC… that others use for consumer goods.