B2B sales are trickier, more complex, and more difficult to close than B2C transactions. However, they are still crucial and stats show that they comprise about 48% of the world’s economy. As a B2B salesperson, you need to wear many hats at once and convince your prospects that you are worth their time investment. If you play your cards right, you will charm your potential clients and eventually create lasting relationships. This article will delve into the nitty gritty of how to do B2B sales.
Deal with the people in charge
You might waste lots of time speaking with purchasing managers, who don’t have the authority to make the final purchase decision. They might also lack experience dealing with B2B experts. We have no idea why most businesses place them at the forefront and allow them to deal with salespersons. Why not skip the unnecessary chit-chat and get in touch with the people who call the shots? Once you present your proposal to them, they will take their time to deliberate on the matter and make a verdict.
Avail yourself to your clients
B2B is a serious investment, one you shouldn’t take lightly. Your prospective clients might want to meet face-to-face to discuss your proposal and ask some questions. It would be a shame to be unavailable when top executives call you for a meeting. Availing yourself to clients is the difference between closing a sale and losing it entirely.
Articulate your value proposition clearly
Multi-million dollar businesses rarely have time on their hands. They probably have many salespeople crowding their inbox, yearning for a chance to present their sales pitch. If you can meet with the stakeholders, grab that chance with both hands and clearly articulate the problem your offer will solve for them.
Follow your clients on social media
There is nothing like too much information about your potential clients. If they have a social media platform, blog post, or newsletter, chances are you will understand who their customers are, how they interact with them, and their specific pain points. Ensure you subscribe to their content and check for updates to gain insight on tailoring your products to suit their needs.
Fine-tune your lead generation strategy
The quality and quantity of your leads will determine how many sales you push. However, you might not have the time or resources to generate the leads that will propel your B2B company forward. You could consider honing your lead generation strategy by using lead generation services for enterprises. You can work with a dedicated team of sales development experts who can help your business find leads that convert to customers. They can refine your business leads into a list of interested contacts who are sales-ready.
Do a bit of digging
You can’t know what is truly happening with the business you are trying to sell to if you go by the information at the surface level. After all, nobody likes to showcase their pain points. Therefore, it would be wise to do some digging to find out what challenges keep these stakeholders up at night. Try to find out how these challenges affect their monthly and yearly costs and devise a way to ease their frustrations.
Sell the result, not the product
Businesses are barely interested in your products. They will only buy your product if it can help them achieve the desired outcome. Therefore, it would be wise to focus on selling tangible results as you present your sales pitch. Showing your clients that you care about scratching their itch is a genuine way of pushing B2B sales.
Some successful business people are a difficult lot to deal with. They might be rude or downright dismissive of you when you try to sell to them. The best way to deal with a difficult customer is to keep your emotions in check and refuse to let them intimidate you. Remain respectful throughout the entire interaction and answer their questions as best as possible.
Stick with your premium pricing
It wouldn’t be wise to lower your prices to make your business more lucrative. You will only be stuck with clients who can’t afford your services. Serious B2B customers are not too concerned with the price; they are more focused on your performance and the quality of your products. Therefore, the intelligent choice would be to maintain your premium pricing and deal with clients that can match your price point.
The dynamic business landscape has caused a shift in B2B operations. However, the change doesn’t have to be a bad thing. You now have access to data that can help you understand your prospects and endless channels to communicate with them. All these resources will be stepping stones in your quest to nurture meaningful relationships and ensure profitability.