Selling B2B should be an easy process. But, the reality is that it is complicated and needs to be a focused process.
Trading with other businesses requires a distinctive approach to the consumer market. Developing and executing an effective B2B marketing tactic will help you build your sales much more smoothly and efficiently. Below are steps to sell your business – B2B:
Define Your Market:
It is important to understand that business clients respond favorably to a sales offer that is tailored to satisfy their circumstances.
Also, Small and Medium sized businesses tend to be risk disinclined.
You need to map out your market precisely to fit your business. The more exactness and focus; the better deals closed.
Find your spot in the client’s business vision:
Once you have understood your client’s business vision, the next step is to evaluate the various products you have to offer and develop a customized solution for them that meets both their needs and budget.
You design a strategy to convince the client how you can help them realize their business vision and what differentiate you from your competitors.
You never literally sell anything to business. You sell to the people who work within a business. The relationship you keep with your potential client is what tilts the scale, either in your favor or against you.
For instance, if you offer a commodity of value, business owners prefer to buy from those they like, have confidence in, and trust. There’s no way around aforementioned; it just takes a little time. Average sales cycles can range from 6 to 24 months, all it takes is patience.
To close a deal, you must understand how decisions are made in the company. If you don’t have a good understanding of the process, your sale might be delayed, or rejected.
Once you understood the decision-making structure of the business, make your contact, possibly to the highest decision maker.
Communicate with your clients and prospects in person; over the phone; through emails; through blogs, social network, and your website; through print materials like catalogues, business cards, brochures, coupon books, flyers and more.
Plan to make contact on a regular basis but not too frequently to the point of becoming irritating to customers or too infrequently to the point of being forgotten.
Align your campaign with a clear identity program that is consistent with your business.
Organize seminars and Webinars:
Using seminar as a marketing tool is popular among successful B2B sellers. The seminars don’t need to be about your commodity – it is more significant to deliver information that is interesting and relevant. Also, it creates the opportunity for face-to-face meetings with current and potential clients.
Webinars are great because it cut down the cost of travel and they are time effective means to connect with your customers.
Prepare a Response to Requests for Proposal(RFP):
Develop a standard RFP template, which you update periodically, when RFPs comes up, you can easily reformat it to fit the client’s requirements.
Also, you need to develop an RFQ Template and learn the importance of effective proposal writing to your sales process.