One of the core tenets of B2B marketing is that you must understand the behavior of B2B buyers. If you go into a pitch without any concept of what your buyer is looking for, and you’re completely clueless about their business, then you look like a fool because you’ve showed them that you don’t care enough about their business to deserve it. Basically, you want to make the best first impression possible, and leave a good lasting impression on the decision makers. So how do you go about doing this? Here are a few things we feel will help you out:
Step One: They need to be aware of you, so interact with them socially. A recent study by MarketingCharts shows that 94% of B2B decision makers and buyers use LinkedIn for business and personal use. Join the groups your prospects are involved in, engage in conversations with them, and form a relationship with them that you can transfer from LinkedIn to real life.
Step Two: Know what your prospect’s want. At the end of the day all prospects want to hear are these four things:
- You’re saving me time – Your prospects can Google your products if they want to, and they can make decisions based on the research they’ve conducted on your products. However, they most likely have their hands full doing their own jobs, so don't burden them with unnecessary information about your company history and background unless they ask for it. Present them with valuable information about how your products or services make their days easier by saving them time.
- You’re providing me with value - Don't bother asking what they want from a vendor. They obviously want the best service, the lowest price, all completed as quickly as possible with outstanding customer service on top. Show them how you provide these things.
- You’re making things convenient for me – Your prospects will want to work with you if you can show them how your products make their lives easier. What they’re realistically is for you to take responsibility for a section of their business; your services are just the delivery vehicle of that responsibility.
- You’ll communicate with me - If your prospects call you – answer the phone. Every time. If you aren’t able to answer immediately, call them back within the hour. If you can't answer at all, have a back up service rep take the call for you, so they can inform the prospect of your situation and help provide service if possible.
These are only a few tips to help you land more sales. We also recommend the usage of a high quality sales incentive program. If you’d like more information about how to boost your sales, call Incentive Solutions today at 1-866-567-7432. We’d love to give you a live demo of our product, and we’d love to show you why our clients give us a 95% excellent rating and would refer us on to a friend.
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