When it comes to B2B sales it can be a very frustrating situation when you are not getting the expected results. After spending so much effort, energy, and doing the right things if prospects are not buying from you then you need to start analyzing your data and re-look on your sales & marketing activities to acquire new customers.
B2B sales are different from B2C where you have a lot of walk-in and inquiries and they are easily converted into sales within a short period. So the sales & marketing strategy should be different when it comes to B2B. Below are some of the points to consider or to make the correction on your activities to acquire new customers in B2B Sales.
What are your prospects buying?
Firstly, you must figure out who is your target audience. This can be done by visualizing who could need your product/services and what is the typical solution you can solve to make your prospects’ life easier. So the first step is to find what pain or problem your prospects are experiencing, what causes them to wake up at night cold sweat, what they are not satisfied with.
What your prospect buy is a solution to their problem! You can find out by simply asking “What is the challenge you are facing right now?”, “What would you change or do differently in the current product?” “If I could give you the ideal product, what features it will have?”, “What you don`t want to see in your ideal product/service?”
Start Creating Relationship:
In Sales, there is a saying ” you don’t close a sale you open a relationship” you have to build a relationship with people. People buy from people they usually like, trust, and believe they can help them.
Below are some things to make a note while building a relationship with your prospects.
- Speak about what they want and not what you want.
- Make them feel important-all people deserve to feel this way.
- Don’t argue with your prospects. No winners in an argument.
- Be honest and no one likes liars.
- Listen to your prospects. It is a rare commodity today.
Build your value:
What your prospects expect out of your product/services is value. Selling is a process of exchanging value for money, and the bigger your value the more you will get paid. The bigger problem a prospect has and the more it is urgent the value of solving it goes up. If we have a desire or a need goes up the value of the solution or getting that desire also will go up. So CREATE VALUE!
Allen Mutum 