B2B Market Research:

The Three Steps To Successful Business Market Research

(Part 3)

Learn about your business customers (cont)

Make sure that you know as much as you can about the key executives at those business customers, and the issues that they are likely to grapple with, so that you can move to the next step, which is meeting them in-person.

Visit your business customers

Business market research really does depend on visiting your business customers. Go to your business customers’ factories, offices, or design studios, and spend time talking with their engineers, plant managers, designers, manufacturing personnel, and other staff.

All the focus groups and surveys in the world are no substitute for visiting your business customers in their places of work. Similarly, while chatting with business customers at trade shows is nice, it is not a substitute for actually visiting your business customers. Once again, this is particularly important when you are entering new markets.

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