Local, Expansion Issues

Just as with any new program, this takes a lot of work up front. But learning from your new B-to-B customers on an up-close and personal basis will help you craft a great B-to-B program that speaks to their needs and has big expansion potential, too.

11. And when it’s time to expand …

Starting locally allows you to build a database of B-to-B customers who are likely to have other characteristics in common. This way, you can model your B-to-B housefile to help find new business prospects that are a good fit for you.