The question of business-to-business thinking: What are customer needs?

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Just saw webmaster online "E-commerce Site personal views", a simple look, a little disappointed, I do not belittle the meaning of others. Objectively speaking, this article is just a superficial view of the list, can be the first page is really degrading webmaster network image. Suggest Webmaster Network can refer to the "FT Chinese network" of the draft ideas, less, More refined. And for the refined articles, give the corresponding reward, in order to win reputation and long-term loyalty.

The following is a combination of my own experience in the traditional industry for several years to talk about their own Business-to-business industry website function Understanding.

Current E-commerce sites are trying to address the needs of suppliers because it is the site's customers. This is right. But most of the people who do the industry's website do not have the bank's practical experience. What is the driving factor for an industry, it is inevitable to take for granted.

The site is to address the needs of suppliers, the real needs of the supplier what is it? is to solve the needs of buyers! Because each industry has its own distribution model, there may be multiple distribution levels in the channel, that is, the existence of "buyers of buyers" needs are to be resolved. Then around the "final buyer" Do out of the shopping guide and group buying modules will be more than what you call the exhibition, business opportunity information to be more effective. And the design of these modules, involving the content of marketing practices, there are many interests, generally need to do two profit distribution design, this is not reasearchers, can be determined that Professional business-to-business Web Site if no senior people in the traditional industry to do the site's process planning consultants, is absolutely bad!

There is a fact that many users know they need but it is not certain which products can meet their needs. They surf the internet, not looking for products, but finding solutions that solve their own needs. But most of the sites are now default users who are already clearly aware of their needs. This is wrong in marketing ideas.

For example, we do a food business-to-business website. The first thing to think about is not the supply of products or the collection of demand products, but should be "food end users" that is, "customer customer's customer" thinking activities, such as large restaurants. Winter comes, they want to add a dish: hotpot, they need not to find products, But to find hot pot recipes. Their idea is that I want to open a hot pot, I want to find the most suitable for my hot pot recipes, and then find the ingredients to do this type of hotpot, and then find the supplier of this ingredient, and then transferred to the ingredients of the supplier (wholesalers or manufacturers) can provide sample test report (graphic number standard, Have video better), promotional policies, group buying policy of these content. And they want every link to have a credit guarantee, such as the menu provider is a well-known hot pot chain chef to provide.

So the idea of a business-to-business website is to act as an "end user's product application consultant," the provision of procurement before, in and after the professional advisory services, similar to the large Ping Yang site to provide a large number of horizontal longitudinal evaluation reference, and according to their thinking habits design site entrance. Specifically, the food business-to-business website should have " By looking for recipes for the entrance, to find promotions/buy for export "program design, find a trade show, find the supply and demand information just to solve the demand process, it solves is the manufacturer to the wholesaler this link problem, should have, but should not all be it. The thought activity of" the final digestion object of the product "is the idea of the website design, and it really counts as" pulling "As a driving force. Take each step of their purchasing thinking or habit for the website process, which is really a user experience as the center. Please login to my Sina blog for more information.

Author Introduction: Guo Yehua Guangdong Hakka People are serving a global leading consulting company, sales management and marketing planning has abundant experience in the marketing analysis, with deep modeling and analysis capabilities, if you have business needs, you can contact guoyehua@126.com or mobile phone: 13622229100.