How Product Positioning Works in a B2B Market

Understanding the Sales Journey: A Strategic Approach

In the world of sales and marketing, understanding where your potential customers stand in their journey toward making a purchase is crucial. The sales journey can often be visualized on a spectrum where two factors—urgency and buyer education—play key roles in determining a customer's readiness to purchase. Let's explore this journey and some strategic approaches to better align your messaging with your customer's needs.

Mapping the Sales Journey

Imagine a graph where the Y-axis represents urgency and the X-axis represents buyer education. Your potential customers fall into various categories based on their position on this graph:

1. Ready to Solve the Problem Today (Top Right Corner): These customers have high urgency and high awareness. They have already identified the problem and are actively seeking a solution. Your strategy here should be straightforward—provide clear, concise information that reinforces why your solution is the best choice. At this stage, it's about closing the deal.
2. In Search of How to Solve the Problem (Middle Right): These customers understand they have a problem but are still researching solutions. They may be comparing your offering with competitors. To engage these customers, focus on educating them about the benefits of your solution over others. Provide detailed comparisons, case studies, and testimonials to help them make an informed decision.
3. Aware of the Problem (Middle Left): Customers in this stage recognize they have a problem but don't see it as a priority. Your goal here should be to elevate their sense of urgency. Use content that highlights the potential risks or losses associated with inaction, such as missed opportunities or increasing costs over time.
4. Unaware of the Problem (Bottom Left): These customers are feeling the symptoms but haven't yet identified the root cause. Educational content that gently guides them toward recognizing the problem is key. This could be through blogs, white papers, or webinars that discuss common challenges in their industry and how your solution can help.
5. Don’t Believe the Problem Exists (Bottom Right): These are the most challenging customers—they don’t recognize they have a problem at all. Your strategy should focus on awareness campaigns that bring the problem to the forefront, using real-world examples, statistics, and stories that resonate with their experiences.

Messaging Matters: Don’t Ask Questions, Provide Answers

Once you’ve mapped out where your potential customers stand on this journey, the next step is to align your messaging accordingly. A common mistake in web copy and marketing materials is asking questions that should already be answered by the time the customer lands on your page. Remember, if they’re on your website, they’ve already self-selected—they know they have a problem and are looking for a solution.

Instead of asking, “Are you tired of wasting time on financial admin?”, make a bold statement like, “Automate your accountant. Save time and money today.” This shift from question to statement positions your solution as the answer they’ve been searching for, rather than just another possibility they need to consider.

One exception to this rule is when a question itself is a clever statement, such as “WTF! You’re still using coupons?” Here, the question works because it’s really making a point rather than seeking an answer. Product positioning in b2b business requires a deep and honest evaluation of why your company truly wins.

Avoiding the “Horse-Donkey” Misunderstanding in B2B Product Positioning

To further illustrate the importance of clear messaging, let’s draw a parallel from a common scenario seen in the positioning world, often referred to as the “horse-donkey” misunderstanding. Silky Agarwal, founder of positioning point, B2B SaaS Positioning and Messaging Expert talks about this in detail.

Imagine your product is a high-performing horse, designed to win races. However, your customers think they’re getting a donkey, a beast of burden for carrying heavy loads. This misalignment not only leads to dissatisfaction but also results in attracting the wrong type of customer. The “horse” customer wants speed and agility, while the “donkey” customer expects endurance and load-carrying capacity.

This is where positioning becomes critical. It’s about carefully guiding buyer perceptions so that they see your product for what it truly is, not what they mistakenly believe it to be. Misunderstandings in your positioning can manifest in several ways:

• Mistaken Offering: You sell page layouts, but they ask for website optimization.
• Mistaken Purpose: Your tool designs web pages, but they expect SEO functionalities.
• Mistaken Alternatives: You replace traditional website design tools, but they compare you to development tools.
• Mistaken Qualities: You’re proud of your page templates, but they focus on personalization.
• Mistaken Benefits: You deliver increased customer acquisition, but they judge you on repeat purchases.
• Mistaken Takers: You market to retail giants, but small D2C brands line up.
• Mistaken Category: You’re a Shopify themes library, but they think you’re an optimization plugin.

Conclusion

Understanding where your potential customers stand in their journey and aligning your messaging to their specific needs is key to successful marketing and sales. Avoid asking questions that only serve to confuse or delay action. Instead, provide clear, direct answers that guide them towards the solution they need. And remember, positioning isn’t just about what you say—it’s about ensuring your customers see your product for what it truly is.

By avoiding common pitfalls like the “horse-donkey” misunderstanding, you can better attract the right customers and serve them effectively, leading to greater satisfaction and loyalty.

This approach, focusing on strategic messaging and clear positioning, can make a significant difference in how your brand is perceived and how effectively you can convert potential leads into loyal customers.