Sales is the lifeblood that keeps businesses going. If your goal is to increase sales and grow your business, then you need to figure out which sales strategy will be effective for your target audience.
Compared to selling to consumers, B2B Sales is more complex. Sales cycles can be quite long and competition is only getting tougher by the day.
Don’t worry. Sometimes, a highly effective sales effort can arise from a few small changes in your sales strategy.
Here are 9 simple tips on how you can generate more sales today.
1. Know your customer
In B2B Sales, you’re not just selling to a consumer, but you’re selling to a company. First, segment the market into possible customer categories to determine who your products or services can benefit the most.
Know your target market. Before anything else, you need to know who will benefit from your product or services, who do you think most likely to buy immediately. You need to identify your ideal customer and know what you are delivering.
2. Get clear on your customer’s goals, needs, and problems
Imagine yourself in the shoes of your customer. What are their business goals? What’s stopping them from reaching their business goals? How does your company bridge the gap between their current state and their goals?
When a business makes a purchase, the purchase should help them get closer to where they want to be. By aligning your company’s product or service to the goals, needs, and problems of the customer, you have something of value for your customers.
If you can help them achieve their goals or solve a problem, this increases your chance of closing a sale.
3. Define your competitive advantage
You’ll need to know all the advantages your product has to offer over the alternatives. There should be a reason why customers want to purchase from your business.
Identify your product’s benefits, outcome, or results to make sure that your potential customers are aware that you have more to offer than your competitors.
4. Engage in Marketing
Marketing in today’s digital landscape allows you to reach more people than ever before. You can use paid or organic marketing channels to drive traffic and demand to your product or service.
5. Give your potential customers a taste of your product / service
Your ideal customer is more likely to buy your product if you give them a preview to try it out. Free trials and demos are a highly effective way to demonstrate the value of your product or service. If you’re able to provide a good level of value at the free stage, happy customers would be more than happy to pay for more of what you can offer.
6. Pride yourself on excellent customer service
Once customers are on board with your product or service, it is important to establish a long term relationship with them. One way of doing this is to provide excellent customer service.
Appreciating your customers enhances customer loyalty and will lead to referrals and more sales.
7. Ask for feedback
Feedback from your customers allows them to feel valued and be heard. Feedback helps you improve your product and service ranges to better serve your customers. With better service, your customers will be more satisfied, leading to better reviews and referrals.
8. Collect reviews
Positive reviews from existing customers make it easy for new customers to trust you and believe in your value. Reviews reduce the perceived risk of doing business.
If you’re selling a service, consider using 3rd party review sites such as Google, Trustpilot, or review sites depending on your niche. For example, since we are a SaaS platform, we are listed on G2 and Capterra.
If you’re selling a product, you may consider hosting reviews on your own website for each product.
Your customers are your best marketers. By collecting reviews, you can also pay attention to their needs and the terminology they use. These insights can be used to improve your messaging in your sales & marketing efforts.
9. Start a referral campaign
Referrals are recommendations you can track. When customers are happy with your product or service, they are very likely to recommend it to others who may benefit too. However, not all customers proactively recommend services they are happy with. These customers need a little incentive.
With a referral campaign, you reward your biggest promotors for bringing in new clients for your company. Once these new clients turn into happy customers, they too will refer new customers, and the cycle continues.
Bonus! Identify your B2B website visitors and follow up with them
Very often, your dream customers are visiting your website but may disappear without getting in contact. HappierLeads is a B2B website visitor tracking tool that allows you to see the B2B companies visiting your website. Once you identify the companies actively engaging with your website, you can identify decision makers and follow up with them to close more sales. Start your free 14-day trial