My first B2B business was selling products into retail stores, and the challenges were the same as yours…
The products we sold were the same as our competitors, a commodity.
Why would they buy from me when they could buy from larger competitors with bigger budgets, better known names in the industry?
Major customers wouldn’t talk to me. We were stuck doing small business with small customers.
One day I took a peek at our unsold inventory and saw a trend. The unsold inventory was all similar.
But so were the items we were selling like crazy.
So I focused everything I did on what the end users were really buying…and why.
The next month we sold out every item we could ship. Our customers couldn’t reorder fast enough!
Our small customers told the buyers at larger customers about our success…and the big fish came to US!
The difference between us and all of our competition is that we were truly hyper focused on end user experience…an experience that the bigger vendors couldn’t deliver.
Over the next 12 months our little $3m biz blew up to $12m in annual sales!