How Businesses Can Adopt a B2B Model to Gain More Customers

Julie Starr • December 5, 2023

It’s common for businesses to look for new ways to sell their products and services. Whether it’s reaching new demographics or appealing to new audiences, it’s important for a company to pivot its products and services in order to make more sales and reach more people. This is one of the main ways that a business can grow.


However, one of the most challenging audiences to appeal to can also be one of the most profitable: other businesses!


Can your products and services be sold to other businesses?


First, it’s important to ask yourself if your business can even adopt a B2B model. Do your products regularly sell to other businesses? Are there companies that use your services? If you can answer yes to these questions, then it’s time to think about how you can change your services and products in a way to be more appealing to businesses.


For example, could you offer your products in larger quantities specifically for businesses? If so, how will it affect your sales and income? Is it more profitable for you to manufacture in higher quantities to specifically sell to businesses? Or would it be difficult for you to acquire the volume of raw materials to meet production demands?


There are many questions that will be specific to your business model, so it’s important to consult your team and perform some market research in order to determine if it can help your business grow.


Adopting new technologies to fit the B2B model


You’ll also need to change the technologies that you use in order to fit the B2B model. For instance, finding the right B2B payments platform will take a bit of research, and it’s worth looking around for various different options before you settle on one.


Additionally, you could also start to think about scaling your servers and how you deliver your products and services. When you start to work with other companies, the volume of orders and the quantity of products they order will likely surpass those of your B2C orders. As such, having affordable ways to scale up your services will be important.


Keep in mind that many of the existing solutions you have will likely be sufficient when working with a handful of new B2B clients. For instance, some of your current clients may already be business customers, so their volume will likely not change the moment you announce that you’ll be forming B2B partnerships.


Providing extra value to B2B customers


Lastly, you need to think about what kind of additional services or value you can provide to B2B customers.


A couple of examples include dedicated customer support, ability to order more than what your current limitations are, or having additional financial options so that you can offer companies flexible payment terms.


So while expanding to the B2B side is a great way to start growing a business, there are also a lot of challenges to consider before you decide to go all-in with your new ideas. Above all else, make absolutely sure that your business can provide extra value to business customers, or else they won’t feel the need to become a business client of yours.

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