- March 20, 2022
- Posted by: Kristin Smith
- Category: B2B Sales
Are you able to convert your prospects into customers? Is your company looking for new strategy to boost its sales? Is your turnover stagnating? It may be time to review your strategy! Customer’s purchasing decisions constantly change in an increasingly complicated and competitive economic climate. It is therefore essential to continually re-evaluate your B2B sales strategy. In recent times, the importance and structure of sales funnels have marked the internal workings of companies.
The methods of the modern seller are changing, especially if you are selling B2B products or services. 96% of Internet users who visit your website are not ready to buy. This proves the work to be done afterwards, in particular, to convince and convert visitors into customers. This article will let you know how to establish solid sales tactics that work in the world of B2B services.
Solve customer problems and make sure that the customer is representative of a large market, and then you will have a pretty good formula.” – Melanie Perkins.
What Are the Key Points to Crack a B2B Deal?
1. Map Customer’s Journey
It is the time when you can figure out how your target customers will buy your product now that you’ve built the ideal customer profile and understand how it will benefit them. Consider the steps a prospective customer would take to get to your product or service. Most potential buyers go through the following procedures while making a purchase:
- Awareness — the potential buyer knows that they have a problem that needs to be addressed.
- Consideration — the potential customer thinks about how to solve the problem and researches alternative products or services that might be helpful.
- Decision — the potential buyer weighs the pros and cons of various choices before deciding on a course of action.
Identifying and following your potential buyers through their buying journey should be part of your sales process. If you do this correctly, you will be able to strategize with the right intention at the right time with the right message. To simplify things, you can use buyer intent data to identify the stage of your potential buyers before approaching them.
2. Create A Sales Sequence
Sales sequencing removes the guesswork from the sales process by telling you exactly what to do next to move a prospect along. A sales sequence has different sales touch points scheduled for delivery at a determined time and interval. These touch points may include text messages, social messages, phone calls, and other sales activities in addition to emails. The best sales sequence technique always finds the ideal combination of personalization and marketing automation.
To implement the sales sequence successfully, it is essential to follow the four best approaches:
a. Target
Always begin your sequencing approach by finding and concentrating on the ideal prospects who can be converted into consumers. Don’t rely on static data to define qualified leads. Make dynamic data your first priority instead.
b. Align
Your touch points should be aligned with the purpose of your sales sequence. For example, your sequence might present a product, convert leads to customers, nurture the lead through the sales funnel, follow up, or hit another sales goal.
c. Mix
Using multiple platforms in the sales sequence, including email, phone, direct mail, social media posting, text, voicemail, or even an in-person meeting, is always a good way to ensure the best results.
d. Segmentation
Any sales sequence should include lead segmentation since it helps you to focus on a specific set of leads, deliver more persuasive prospecting communications, and increase lead quality.
No matter how many customers you have, each is an individual. The day you start thinking of them as this amorphous ‘collection’ and stop thinking of them as people is the day you start going out of business. – Dharmesh Shah
3. Follow the New B2B Mindset
Results are more important to B2B buyers than features. The majority of B2B salespeople waste time talking about their service or product. Instead, your prospect wants to know about how you can help them grow their business and improve their efficiency. Your prospect needs to know how well you know their industry and whether you have the correct solution to their problems.
Modern consumers are knowledgeable and do thorough research before purchasing a product or service. Salespeople need to know when and where they can step in to help. Before meeting prospects, research their companies.
Those who work in sales are naturally goal-oriented. You begin to question if you were successful in cracking the deal as soon as you complete a conversation with a possible buyer. However, you should consider what worked and what did not. This will help you in understanding why some sales happen and others don’t.
4. Create a Sense of Urgency
Set a deadline on the deal to lure the customer into buying it now. Make the buyer feel like he has the upper hand, whether it is through a discount or a free offer. It does not mean that the customer should be rushed. It just means trying to give them a little extra reason to take action, why your product or service is the right choice right now.
When a prospect wants to buy, this strategy works because it creates a sense of urgency and helps overcome inertia. But that doesn’t always work. Of course, you should always highlight the value of your product or service before offering a discount or promotion.
5. Sell the Value and Benefits of your Product or Service
Value selling is a technique that leverages customer satisfaction with the idea of reaping the benefits of the product or service that you sell. Value is the difference between the price you charge and the benefits that your customer perceives. If the customer thinks that he will get a lot of benefits for the price he pays, then his perception of value will be very high. You will therefore have control of the negotiation.
According to PWC research, the more expensive an item is, the more willing people are to pay only if it helps them achieve what they want. Selling for value instead of selling based on price is also a great technique for acquiring quality customers who are less likely to abandon your business the second a better offer is present. Selling value means that customers buy your product or service because they expect to experience value, which they would not get when they don’t buy your product or service. People don’t buy products. They buy the results the product will bring them!
6. Feature Customer Success Stories
Telling your prospects that your product is the solution to all their challenges is one of sales representatives’ biggest mistakes. If you say so, they’ll assume you know all about their business. They will keep correcting you whenever you make a mistake about their industry. As a result, you might seem underprepared. Instead, play it smart and safe by telling them about your existing client’s success story operating in a similar industry.
Positive reviews result in 68 percent of customers doing more business with a company, and each star on a company’s rating can be worth up to 9% of sales. However, the success story might not completely resonate with their challenges. But if you’re right, you’ve nailed it. You never know what will make them say. This is exactly what we’re looking for!
7. Identify Repeat Business Opportunities
To increase sales from current customers, it is essential to retain them. Although existing customers are responsible for an organization’s revenue, many businesses take them for granted. Rather than trying to expand and retain established customer relationships, sales professionals seek out new leads.
Continually checking to see if they need help is an excellent way to do this. At many companies, customer support people are primarily responsible for making sure customers are supported and seeing if there are any natural up-sell or cross-sell opportunities.
Wrapping Up
There is no one-size-fits-all approach for establishing the correct B2B strategy for your firm. You should think about what you and your firm want to accomplish your goals in the long run and plan accordingly. B2B success requires reaching out to the right people, setting reasonable goals, doing your homework and research, remaining confident, and giving value to customers.