Modern technologies have made it possible to improve search efficiency for more B2B sales than ever before. Although it has taken a long time to get to where we are today, we are now at a point where we can easily increase our sales success and increase brand value. With a little research, you can find the right companies to connect with and complete the sales cycle.
In B2B sales there are businesspeople on both sides, while in B2C sales there is usually one businessperson and one consumer. In the first case, the decision is based on need (because other businesses need it), and in the B2C mod, customers expect more than they need. B2B has multiple vendors and stores, while B2C sales are usually just one supplier.
A B2B sale requires direct management and contract preparation, which involves negotiating terms that determine various factors such as volume-based pricing, shipping and logistics settings, and so on.
In B2B sales, brand credibility is gained through interactions with different businesses, product quality, and while in B2C sales, business credibility is often enhanced through advertising and the media.
The difference between B2B sales and B2C sales makes it necessary to know the right tactics to be successful. Here are 10 strategies to help increase B2B sales in 2021.
1- Inbound marketing and sales strategies
Inbound marketing is a business method that attracts customers by creating valuable content and customer-friendly experiences. A dedicated website, social media activity, connecting with the audience and…. All of these are at the service of your inbound marketing strategy. Having these channels of communication is common for companies that use this type of marketing. The main question is, do you also use inbound sales strategies?
Sales teams need to have a perfectly tailored process for producing the content, email templates, and most importantly, the CRM they need to track and connect with customers. Have.
In this way, marketing and sales can work together to bridge the gaps in the whole process, to exchange the valuable information they gain through sales emails and contacts to improve the process.
2. Do not underestimate the power of video content.
In the B2B sales cycle, due to its very nature, the number of people who are going to make the decision is usually large. Therefore, publishing and sharing content and data is very difficult. So prepare and present as much content as you can so that off-topic comments do not negatively affect people and confuse your audience.
For example, use video for different parts of the B2B sales cycle:
Experimental or Explanatory Videos: These videos should accurately show how your services work and why they are useful for the business purposes of organizations.
Customer Descriptive Videos: A descriptive video often describes the opinions of customers using the service, but in some cases, they talk about how the company’s products or services help other companies solve a problem.
Customer-specific videos: In B2B sales, consider specific job titles for the decision-maker. Each decision-maker will have a different set of weaknesses and priorities. Although the CEO may care about the ROI he or she provides, an IT manager may be concerned about specific uses and how to work with their existing settings.
3- Research, research, research
Even when you think you have found your ideal customers and your target audience is well known; you should never stop researching different situations.
Conducting customer interviews to understand how they found your company, or what challenges they face, and why they choose your services for their business and is very valuable to you.
Listen carefully to the words they use when answering questions. Turning their comments and challenges into content enables you to get the best results and be able to improve or change your services to suit customer needs.
4- Get input from different channels.
As mentioned in other sections, B B2B sales usually depend on the decisions of several people. So it’s important to know which communication channels each of these people spend their time on.
While social media may bring more visitors to your site, email marketing increases engagement through downloads.
But keep in mind that you should not just focus on digital channels. Exhibitions, industry events, conferences, etc. can all be factors in your success.
5. Understand your actual sales cycle timeline.
B2B sales cycles are usually much longer than B2C cycles, so you should consider this and adjust your marketing and sales plans accordingly.
The sales cycle may take months, during which time your salesperson should look for key people, discover new sales leads, improve business relationships, identify new challenges and needs, and address them, among other issues and problems. , Provide solutions. So that you can make a good contract.
If a deal lasts longer than a certain amount of time, needs change, proposed technologies become obsolete, need areas to expand, competitors’ positions become stronger, and decision-makers frequently enter and exit the sales process. Each of these can destroy something that could be a valuable deal for both parties. So make sure you set a strategy based on your sales cycle so that your entire sales funnel grows at all times.
6. Educate your customers.
Your customers’ personality spectrum will be very different, whether in B2B or even B2C sales. Each of them has different needs. There is no “same” way to sell to everyone today. Modern sales is the focus on educating each customer with specific content according to their needs.
Think about companies and their needs. Then, you can help them solve their problems, not just sell your product to them.
7. Take market leadership.
Sooner or later, buyers will have to go beyond the “data collection” stage and compare your brand to competitors. This is a time to show that you are not only doing things better but also why and how you are doing it.
Use these powerful tactics to persuade your audience:
- Carrying out surveys and research that show the impact of your product (preferably by a third party).
- Obtaining approvals of effective letters in your industry or specialized field
- Provide interviews with key people in your organization to introduce your brand.
- By publishing the opinions of others about you and the more content published about you by other people. It will increase your credibility.
When these techniques are used together, they make your brand name more visible and outperform your competitors, and increase the likelihood that customers will choose your product or service.
8. Increase your communication channels.
Your customers may need to contact you at all stages of the purchasing process. You need to know the different ways that customers prefer to communicate such as email, quick phone calls, face-to-face meetings or using chatbots, and so on.
9- Take it easy.
Everyone knows time is limited. Everyone is stuck with their smartphones and do not even have time to look up. Find ways to convey your message and your target market in the channels that customers use and search, provide valuable content for them and meet their needs.
This is where quality content comes in handy. Create resources (for example, e-book blog posts, etc.) that fit any of your personal challenges, which can potentially make them attractive to you.
10. Money vs. organic search
Although inbound marketing focuses on targeted organic traffic and SEO, businesses also have the opportunity to use paid advertising strategies to increase sales. If you are looking for quick results, you can use this type of strategy.
Paid search is the advantage of many small businesses that want to be featured in related searches and make them more visible to their audience. However, paid search costs more than just paying for standard inbound marketing methods.
Businesses that track key performance metrics are likely to find that the cost per click or conversion cost of each lead is higher than the organic cost, where you naturally interact with and refer to leads. In addition to the extra cost of PPC, businesses need to make sure they offer keywords effectively.
High-search keywords mean more money to compete, and small businesses are unlikely to be able to match the keywords that larger companies want. So, it is better to look for long keywords that consist of three or more words. These long keywords will allow your target audience to find you more efficiently as the search type becomes more specific.