Many think that businesses can be easier to sell to than the actual end user. Especially if the business already has a modicum of success. If you can solve a problem the business faces on a day to day basis, offer something which will help the business grow, or help them provide a better service to the end user, then you have a viable service which the business may want to use or sign up to. The key is in getting the business to convert and buy into what you’re offering. Each sales team will subscribe to a different method of closing leads, but sometimes it pays to try something new. These tips can help you consider different options available to try and close more leads.
Identify The Decision Maker Before You Call
A lot of the time sales teams will call, try to sell a service, then have to go through it all over again when they realise they’re not on the phone with someone who can make the decision. If you know who this is before you make the call, you can not only save your time, but the businesses too. It means you can set up a quick ten minute slot in their calendar if they’re not available, or ask for them directly. Finding out who the decision maker can be tough. In middle size businesses it’s a lot easier as the information might be available. Small businesses are tough because the information might not be there. While the largest business with multiple divisions are also tough because there is usually a lot of data to sift through.
Follow Up Leads With Pure Quality
Following up on leads is one of the best ways you can ever make a sale. They’ve come to you, so they know you have something of worth. It means you’ve got a great chance to make a good first impression. Follow the lead up with quality. Don’t just give them a generic email. Instead, come back to them with a bespoke plan applying exactly to their business. That’s what they’ll want anyway so go straight back to them with it. Focusing on quality lead response is an aspect of B2B demand generation which should form a vital part of your overall sales strategy. Businesses want to see how you can improve what they do. Whether it’s a method of helping them reach more clients, cutting their costs, or increasing productivity. If you can follow up in the right way, you’ll sell more.
Diversify Your Offerings
Each business that sells certain services or products to other businesses will usually have a certain range or specific description as to what they do. A lot have to make these pretty ridged as they expand to keep things easier to manage. However, a lot of businesses you’ll be selling to will have bespoke demands, especially if you’re selling to all business types and industries. The point is that you should try to keep your offerings as flexible as possible. A bespoke offering can show a business you’re putting their needs first and puts across the fact you offer a first class service. If you just try to sell a premade package which doesn’t really fit the business it might not go down well, especially if you’re not responding to a lead and cold contacting either through call or email.