Are You Differentiating Yourself or Your B2B Product Enough?

In B2B marketing, it's crucial to constantly evaluate how well you are differentiating yourself or your product from the competition. The industrial marketplace is crowded with similar offerings, and standing out is essential to a successful business. You might even ask yourself, “if only we had something like theirs to offer, we can sell more…”. This may be somewhat true, but you should rather be asking “how can we differentiate our product than make it similar to others?” 

Understanding the Competition

Before you can determine whether you are differentiating yourself from the competition, it's important to have a clear understanding of what that is. Who are your main competitors? What do they offer that sets them apart from the rest? An inexperienced company will dive straight into their product. Instead, establish a pain - need case. Fix this need for the customer and pitch your product as the solution. Map out what the competition offers vs what you offer. Can the customer ultimately do without your product? If not, then you only have to worry about the direct competitors. Understanding the competition will allow you to gain value with the customer, and attract their attention away from the competitor. 

A Competitive Advantage

Your unique selling proposition is what sets you apart from the competition. It should clearly and succinctly communicate the benefits of choosing your product over others. Take a close look at this selling proposition and think if it truly differentiates your product in a meaningful way. Is it compelling enough to capture the attention of potential customers? 

Gaining Value with The Customer

In B2B marketing, trust is a critical factor in the decision-making process. Every customer is unique. Some inexperienced salespeople will create a one size fits all material that is relevant to the majority of their customer base and go with it. They sometimes never change this material, and that can damage the value of your product to your customer. We suggest tweaking the message as much as possible, to address the specific problem your customer is facing. Though this is time consuming and difficult to keep up with, it’s certainly what it takes to win more customers.

So, What Do You Think?

Overall, are you actually differentiating yourself or your product enough? Standing out in the industrial sector requires a strategic and thoughtful approach. You must tailor your value to the customer, market your service as a competitive advantage, and ultimately, do research on your competition, see it from the customer’s point of view. SalesLeads can help you find your ideal prospects to help you sell with our prospecting services. Take a look and let’s discuss further.