Prepare a unique selling proposition

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In a unique selling proposition (USP), present your product in such a way that it is immediately clear that this is the solution to the client’s problem.

In the B2B sphere, spontaneous purchases are almost non-existent, so here you need to study the needs and business processes of the potential customer in advance. In the unique selling proposition, show what you have that cannot be found in other suppliers of goods or services.

A USP helps you find clients for sales, and answers to the following questions (ask yourself) will help you create a high-quality unique selling proposition:

What product characteristics spain email list will a customer rely on when making a purchase decision? If you can't figure it out yourself, ask several of your most profitable customers or potential buyers directly (let them list 5-10 points).

Do competitors have similar products or services to yours? Compare according to the criteria you have already identified and determine which of your main competitors offers the same conditions as you.

As a result, you should identify product parameters that are valuable to the customer, but that competitors do not have.

It may turn out that your product has no advantages over its analogue.

It is possible that the only way out will seem to be a price reduction.

However, do not rush to engage in dumping; it is better to focus on the quality of service.

Prepare a unique selling proposition

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This way, you will maintain the volume of income and prevent the outflow of customers. The first thing that can be done here (as part of improving the quality of service) is to automate the accounting of incoming applications and requests, so that nothing gets lost and deadlines are not violated.

Work on improving service parameters. For example, increase the response speed to requests (SLA), have qualified specialists in popular areas on staff, implement options that make the entire process of interaction with the client more transparent.

Reflect all your unique parameters in the USP as much as possible, and compose all formulations taking into account the needs of future customers.

Here it is important to describe precisely why the client should buy from you. And do not just address some business in general, but the decision maker personally.

At the end of the preparatory stage, you have a ready-made working promotion strategy. Its effectiveness depends on how accurately the target audience is hit. The principle of action in retail sales is not particularly different, here you just need to draw a more detailed portrait of the client, taking into account his social and demographic characteristics.