Why do you buy B2B products?

Why do businesses choose to purchase from you?

Pricing? Product?

Or the effort into marketing/advertising?

Most times, PAIN is the most important consideration.

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They don't want to waste time or company dollars.?

They’re afraid of their employers thinking they made a bad recommendation. It's tough to persuade them to buy unless they have a significant issue on their hands.

Some of the most common problems that are causing pain ??

1? The existing system is inefficient, resulting in delays.

2? Frequent software issues, the firm is compelled to spend money.

3? Current vendor’s level of service.

What else?

? Irregular or spotty product quality.

? Incompatibility with other systems.

? Lack of must have features for the business.

? The system is not user-friendly

? Employee turnover is high, and training costs are significant.

? Regulatory compliance issues

? The company is growing, and the existing system has scalability issues.

As a result, they are forced to look for new products or services that can provide a better solution. When they find your product or service, they will be more likely to purchase it because it offers a way to alleviate their pain.

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Identify their specific pain points.

Show them how your product or service can provide a solution.

That’s how you'll be able to persuade even the most reluctant buyer to make a purchase.

Because in B2B, my view is:

Decisions are made long before they need your product or your service. When they need it, they either know you, ask inside communities, post in the feed, or just call a few peers. Data is there just to back up that decision.

What's your take?

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Siddharth, or Sid, has worked for 3 organizations across 6 different states, selling everything from laptops to mobile recharges to SaaS products. He was handling brand and growth marketing for 15 countries at his last organization before he got bitten by the entrepreneurial bug.

Three years in, he now leads a team more driven than him at Ad Momenta. You can find him talking branding, B2B marketing and growth at @sidgrover25 on Twitter and LinkedIn.

And if you are stuck with some your brand and marketing problems, say Hi @ admomenta.com :)