When you are running a business-to-business company, it is likely that you are on the supplier side. You may be providing your customers, which are actually businesses, with supplies and resources that will make their operations possible. You may be even acting as their consultant, especially when it comes to improving their operations. It is important to note that running a B2B company is much different from running a business-to-consumer (B2C) company. However, it all boils down to one thing: pleasing the clients. This is one of the first things that you need to address, especially if you want to get their trust and maintain their ties with you.
Some B2B managers are not really keen on this part. But, you ought to keep in mind that it is your duty to get your clients to trust you, as they are the sources of your business. You have to make it known that you understand them well — that they can be your partner when it comes to making their business flourish. If you are looking for some ways to do just that, here are some of the things you may want to keep in mind:
Be a consultant and partner.
You may be a supplier, but that does not mean that you are just going to act like a supplier. You have to be a consultant — a partner that takes their client’s business as their own. When clients see that you actually care about their business, they will find it easier to trust you. Do not just say “Yes!” to their tasks and assignments. If possible, explain to them the downsides, risks, and loopholes of their plans or assignments they’re delegating to you. It is your ultimate obligation as a partner to keep your clients from making missteps and mistakes.
Do not go back with a problem. Provide valuable solutions!
Your client partners with you because they have problems that they cannot solve, and they trust that your company can do it better. When you are handed with problems, you ought to go back with a solution. Do no go back to them without giving proposals. Otherwise, they will lose their confidence in your abilities. After all, you are hired because they believe that your business has the expertise that they do not have. For instance, if you are working with financial companies, you may propose programs that will ease B2B operations, such as credit card processing for loan companies.
Delegate your best account managers.
When it comes to meetings and interfaces, it is important that the people who will face your client know what they are doing. They should be confident and knowledgeable. They should know how to pacify your clients. After all, your account managers are the representatives of your company.
Running a business-to-business or B2B company can be quite challenging, given the nature of your clients. They are not daily consumers who are motivated by their daily needs. They are clients with specialized needs, which are necessary for building their business. It is important that you get to know them better to see to it that what you offer actually suits them.