Don’t underestimate the power of asking questions if you are a supplier. While the right question will help you determine what your potential customers need, the wrong question could lead to you being eliminated from contention. These are the 10 most common questions that b2b buyers will ask potential suppliers in order to help them understand their needs.

A buyer should have all the information necessary to make a decision about a supplier. However, this isn’t always possible.

Buyers should consider their needs before preparing an RFQ. Then, they should be ready with questions to help them determine if the company can fulfill those needs.

Before asking prospective suppliers specific questions, buyers should first assess whether the company can supply the services or products required by both sides.

Buyers should, for example, contact former clients to get recommendations.

It might be a better idea to find a supplier that can supply the company’s requirements. Otherwise, it will waste your valuable time and energy.

Buyers should consider not only what supplier to use but also how much and when they will need it. This will ensure that they choose suppliers who meet their requirements.

Buyers should also discuss any additional requirements with their managers in order to include these details in the RFQs that are sent for review.

What Do Potential Suppliers Ask B2B Buyers?

1. What is your minimum order quantity? – Typically, potential buyers ask potential suppliers to understand their MOQ prior to making an offer.

This is not a MOQ for production or delivery. It can be as low as 1 unit for certain products/services, and as high as 5,000 for others.

I consider orders below 50 units small orders. Remember that the less quantity the buyer requests, the more time it will take you to give them samples and documentation.

2. Delivery Lead Times? – This is crucial because many B2B clients have tight scheduling requirements due to the fact they have inventory and staff to manage.

To get an estimate of the time it will take to fulfill your order, ask your supplier about their current production lead times. Most suppliers require new orders to be completed within 4-6 weeks. However, this can vary depending on the product/service.

3. Price? – B2B buyers often ask suppliers for pricing information. Buyers will naturally ask potential suppliers about pricing information.

It’s important to not only focus on the price. There are other factors such as quality, delivery, and so forth. When making a purchase decision, it is important to consider all factors.

It is important to have an idea of the price range for the product/service that you are interested in. Here’s a rule of thumb: Get three quotes from competitive suppliers and determine which one has the lowest overall cost (price plus logistics).

4. What’s your payment term? – Once you place an order with a supplier, make sure they have good credit. This will allow the buyer to easily pay them.

Suppliers prefer that clients pay within 30 business days of receiving a copy of the shipment’s B/L. If you are a trusted business partner, suppliers may offer terms of 14-60 days.

Some suppliers will accept shorter terms in return for a commitment letter and/or up-front payment.

5. Are you an authorized distributor? – This question is often asked by potential suppliers to b2b buyers. Buyers should ask this question to find out if the supplier has the authorization to sell the product/service they need.

If you don’t know the answer, it is likely that you will have to go through a lengthy and difficult process of qualifying the supplier prior to making a purchase.

Sometimes, it may even be better for you to work with a distributor-authorized supplier. They will be more trustworthy and have greater credibility with your buyers.

6. What quality control system do you use? – This question is important because of two reasons.

1. This is to ensure that the supplier follows a strict quality control process.
2. The supplier should be able to issue you a certificate at the end.

7. Do you have any samples that I can see?- In most cases, samples will be provided as proof of quality and capability.

However, don’t be fooled into paying extra for samples that are not representative of your order.

It is important to check if the samples of the supplier meet international standards (ISO 9000/9001).

8. What type of shipping do you use?- This is something potential suppliers should ask about as it will help buyers to determine their position on shipping.

Some suppliers may use their own transport while others might use a third-party carrier. In this case, you should request several quotes to get an idea of the average cost.

9. What kind of warranty do we offer?- This question refers to the quality and service that the supplier is providing.

Suppliers typically offer a standard warranty of 1-2 years on their products. However, this can vary depending on the product/service. This information is important before you make a purchase decision.

10. How long has your business been in existence?- This question provides buyers with an indication of how established and trusted the supplier is. A supplier that has been in business for a while is more likely to be a reliable and experienced business partner.

You don’t want a company that is only one year old trying to do business. This could be a sign they aren’t trustworthy or reliable sources for your products/services.

12. Secrets to Creating a Product Presentation

Product presentations play an essential part in every business. Effective presentation skills are essential for suppliers. Buyers won’t buy if you don’t know how to present your product.

1. Stick to the Point – When presenting a product, it is crucial to stay focused on the main point. Do not go on tangents, or talk about irrelevant topics.

This can frustrate buyers and lead to them losing interest in your product. Instead, highlight the benefits of your product and the features that make it unique.

2. Practice Makes Perfect – Practice makes perfect! Practice with your friends or family to improve your presentation skills.

You will feel more comfortable speaking in public and reduce your nerves. It’s a good idea to do a few practice runs.

3. Provide useful information – When presenting a product, it is essential to give the buyer relevant information to help them make an informed decision on whether or not to purchase your product.

You need to know more about your product than the price and features. Potential buyers may also be interested in details such as shipping details and warranty length.

Don’t miss this step! You can do market research to find out what your audience is looking for before you give the presentation. This will allow you to tailor your future presentations to meet their needs.

4. Don’t Forget Your Questions! – Don’t forget to close the presentation by asking buyers any questions they may have during the talk.

This is a wonderful opportunity to get to know your client and help them identify any areas that need clarification.

You can approach this topic by asking, “Now that I’ve reviewed my product, are you having any questions?” Or “Do you have any other questions?” “.

It’s important to keep it open-ended to allow buyers to ask questions. This will encourage them to talk up if they forget something or need clarification.

5. Use Visual Aids Carefully – Visual Aids are a great way for you to explain your product’s features and benefits, but they should not be overused. Too many visuals or too many can make it difficult for buyers to follow your product’s features and lead them away.

Keep your focus on a few key points and then use images or videos to explain them. This will make your presentation easier to follow and more concise.

6. Feel Confident! – One of the most important things to do when presenting a product is to feel confident about what you are saying.

Do not fumble or appear nervous. Instead, look at the buyer directly and communicate clearly with them. Confidence can increase buyers’ trust in your product, leading to increased purchase interest.

7. Be Ready for Questions!- Make sure you are ready for any questions during your presentation, especially if they ask you something out of the blue.

Keep calm when answering these questions. Don’t sound like you have been taken by surprise. Be aware of potential customers. They just want honest answers from people who know the subject matter. Keep your eyes peeled!

8. Seche Flexible! – It’s important to be flexible in presenting a product so that you can make adjustments if necessary.

Perhaps the buyer is interested in a particular feature, but not the other. In this case, you need to spend more time on the important topics they are most interested in and leave the less-important ones for later.

Use empathy to think about what someone else might perceive in your speech. You’ll be able to control everything and avoid embarrassing situations due to a lack of preparation.

9. Have fun and be informative! – Your product presentation does not have to be serious. However, it should be lighthearted.

This will make buyers feel more at ease with the world around them, especially if it’s their first meeting with your company or if they don’t know anyone who is.

This can be done by asking questions and introducing interesting facts about your industry/product throughout the talk.

You may inspire others to share their thoughts, which could spark a lively discussion among all involved. Have some fun!

10. End on A Positive Note – Nobody likes feeling forced to do anything. So make sure that you end your product presentation on a positive note.

You could say something as simple as “Thanks for your time, I hope it was helpful” or “If there are any questions, please do not hesitate to ask me.”

If the buyer is interested in your product, you could offer a discount or a free trial. No matter what, make sure the buyer leaves feeling satisfied with the experience and eager to learn more about your products. As a b2b buyer, I often ask potential suppliers what they want.