Know Your Clients, Know Yourself: The Value of B2B Research


Knowledge is power, but there’s also value in knowing the right things. If you know about another person, or another business, it becomes easier to work with them.

There’s value in being well-versed and having a general understanding of how business works across all industries, if that’s what you’re interested in. But for B2B specialists, knowledge about their potential partners is of the utmost importance.

A B2B entrepreneur or employee can know all about the latest industry trends and tools, but they need to understand the companies they aim to work with first. This can help them discover a little more about their own efforts, whether they need to be tweaked, and how best they can be applied to help partners accomplish organizational goals.

Matching Your Skillset with Others’ Needs

In the B2B market, knowledge is powerful because companies don’t have time to waste. When they get contacted by groups and individuals claiming to have services to offer them, they usually won’t waste valuable minutes on the company timeclock to entertaining shoddy proposals.

This makes it important for a B2B marketer to make a good first impression and offer a company something they want in a way that can positively impact their business.

Knowing what a company is looking for requires proper research. Because not only do you have to offer it to them, you have to do so in a way that sets you apart from the other people making similar offers. A mid-sized business could get dozens or hundreds of offers for outside services every month. Putting some time into your initial proposal can be the difference between getting a response back and getting passed over.

B2B Companies Need Concentrated Efforts

There are a lot of things one business can do for another, but professional organizations deal in absolutes. They want exact explanations about what they’re getting and how it will help them.

Be sure to do research in your own industry and discover the finer points of the service your offering’s benefit to other businesses. Is your specialty staffing and training? Look for industries where this practice is in need of refinement. Are you aiming to do search engine marketing? Find companies that could use a little help in this area, searching by both industry and geographic location.

When you delve into the specifics of your own service as well as the needs of your prospective clients, you’ll come away as a more knowledgeable professional ready to make the kind of offerings that get noticed and elicit responses.

Learning as a Continual Professional Process

Learning about other businesses and developing your own business have one major thing in common – they both require continual effort.

Just as your clients are always changing in terms of what they want, you may find your position in your field can change as well. You may see new opportunities or threats emerging. Being up on your market research will help you get the most out of your efforts when you reach out to other businesses.


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