You’re in for a long road if you need to sell your products to other businesses. Not only is the selling process different from consumer products, but you’re also dealing with higher prices. You’re not going to succeed if you stick with the same strategy that you use for a consumer products.
You’re entering a growing market, as well. Reports show that the B2B market grew by 25% in 2018. You’re likely to face increasing competition in the future.
If your B2B strategy isn’t working out, this post will help. Below are seven B2B sales strategies you can use to increase the number of companies you work with.
1. Do Your Market Research
It isn’t enough to build a great product. You need to have a customer to sell to if you want your business to be successful. Before you start building and promoting your product, you need to understand what your customers actually want.
Start by asking them what problems they face in their business. Your goal is to find an underserved need that you can capitalize on.
Once you figure this out, you can build your product and target your messaging to appeal to these people. You’ll know for sure that you have people willing to buy from your company.
2. Develop Buying Personas
Once you have a better idea about who your customers are and what they’re looking for, it’s time to develop buying personas. These personas will guide you in developing your product and marketing material.
You want to put yourself into your customer’s shoes. Think about the following:
- What’s their personality like?
- What’s their job title?
- What’s their age range?
- What do they look for in a product?
The more information you have, the better your advertisements are going to be. You won’t have only one persona, either. You want to create a persona for each type of customer you have.
3. Put Together a Buyer Journey
You aren’t hunting for bargain and impulse shoppers when you are selling in a B2B market. The chances are that you’re selling a high-end item. Your customers aren’t likely to buy from you after one interaction.
You should provide a step-by-step process to introduce potential customers to your product. It should help them understand the problem that your product solves and the other benefits they’ll see when buying.
When you nurture your leads, you build trust and make people more likely to buy from your company.
4. Qualify Your Leads
It takes a lot of time for your sales team to get on the phone and talk to your leads. It takes a much more personal touch to make higher-end sales. Your people are going to waste a lot of time if they spend time talking to people who have no interest in buying.
Come up with a process to qualify your leads before you invest a lot of time in them. The solution that you offer should solve a problem that they are facing, and you should know for sure that they haven’t tried anything like it before.
If you can focus on the leads that are likely to convert, your sales team is going to make more sales and save a lot of time.
5. Use a CRM
Your sales team might not have a hard time dealing with a few leads at a time. The problem comes when you start scaling up your sales process and start talking to a lot of leads at once.
If you don’t have a way to organize your contacts, your sales team is going to have a rough time keeping everything straight. A CRM will help you keep track of the people you’re talking to and where they’re at in your sales pipeline.
A CRM can also connect to the internet to grab information about the people you enter. Your sales team will be able to save time looking for information that can help them make the sale.
6. Track Everything
It’s hard to optimize your sales strategy if you aren’t keeping track of what’s working. Without data, all you’re doing is making the best guess.
Keep track of metrics for every part of your sales process. You want to know with certainty what part of your sales process is working and what part isn’t.
Even if you have good sales, you can still run small tests to try and optimize your conversions. The good news is that you have a lot of software available that will help you keep track of things. Try them out to see all the data available for you to track.
7. Create Great Content
There is likely a lot of businesses out there that offer the same services as you. The question is, how can a potential customer figure out who is the best?
If you don’t have any content on the internet, it’s hard for people to gauge your industry knowledge. You can solve this problem by creating written and video content that targets your target audience.
Your blog should target keywords that are highly searched for in your industry. Your content should be long-form and offer a unique insight into topics for your industry.
If your audience watches videos, creating video content is another option. You can use a platform like YouTube to reach a large number of people.
The problem is that creating content like this can be hard if you’ve never done it before. You’ll need to hire a specialist or work with an agency like Motion to get your content created.
Take Your Time With B2B Sales
You aren’t going to be able to use the same consumer advertising strategies to promote your business to other companies. Keep the above B2B sales tips above in mind, so you don’t waste more money than needed when building your ad campaigns.
Learning how to talk to your business customers is vital if you want your ad campaigns to convert. Head back to our blog to learn how to hone your messaging to give potential leads the information they need to buy.