There are a number of required skills and knowledge that B2B sales professionals must have – cold calling technology, business meeting etiquette, negotiation psychology and other techniques. But employee training is not everything. How to grow your B2B eCommerce business?
How to increase sales in B2B
- Detailed target audience selection. Instead of trying to reach as many potential clients as possible from all market segments, it is better to focus on building quality communication with targeted companies and their representatives.
- Monitor your competitors’ behavior. Knowing your audience is certainly the basis for success, but getting to know your market and competitors is just as important. How can you know what makes a particular product stand out and whether it stands out at all, if you don’t study what other market players are doing and what mistakes they make? This information comes in handy at the stage when a promotion strategy is being developed.
- Motivate employees to be the main brand advocates. To get the desired results in B2B sales, every team member must genuinely believe in the company and its product. It’s important to make sure employees share the philosophy, embrace the mission, understand the brand and core corporate values, and then find ways to help them develop professional skills.
- Use online marketing tools. In “business-to-business” sales, face-to-face interaction solves a lot, but a potential customer’s first contact with your brand is likely to be online. So take care to create a website and fill it with relevant company and product information. Enter the company’s social media, develop the owner’s personal brand, and test out paid promotion to increase the chances of meeting your customer.
- Present three versions of a sales pitch instead of just one. Sometimes sales managers offer only one collaboration option to potential clients. In that case, decision makers are likely to look for better options, better prices and even an alternative supplier. The right solution is to present several commercial proposals that vary in content and cost.
- Allocate a budget for employee training. Any client will prefer to discuss cooperation with professionals who not only know their product well, but also know how to perfectly build business communication.
- Participate in highly specialized trade shows and forums. Attending events for your business segment is one of the best ways to spread the word, see your competitors and find potential customers. In many cases, it’s after trade shows that the biggest deals are made. The only downside is that here you have to compete for attention with industry competitors who are also likely to claim the attention of potential customers.