In this model, the challenge is not to convince consumers that the product or service your company offers satisfies their individual desires or needs, but to confront a set of decision-makers who are looking for a concrete alternative to support their business .
In this article, we tell you what strategies you should consider and implement to be successful when selling solutions to other companies.
B2B sales: 7 tips to boost them
Although the objective is identical — the sale — , getting a client in the B2C model is not the same as in the B2B model .
Therefore, if you sell to other companies, it is essential that you put into practice some actions that will help you close more transactions and increase the profitability of your organization .
I understand the pain of companies
It is not enough to know the solution your company sells from top to bottom; in B2B sales, it is necessary to understand what the pain points of organizations are .
What does this mean? Knowing what you are looking for in a product or service, whether there are features you cannot do without, and what differentiators you are looking for in a supplier.
It is also important to do research to determine what the likely objections might be, in order to find solid arguments to refute them.
Also, don’t forget to research the company and gather as much information as possible, such as size, location, solutions offered to the market, turnover, competition, etc.
Speak directly to the decision makers
It is common for organizations, or at least a good part of them, to place employees from the purchasing sector to establish negotiations with future suppliers.
Despite being qualified for their position, these employees do not have decision-making power.
To achieve successful B2B sales,
it is essential to interact directly with the people who can influence purchasing decisions , either because they have authority
or because they manage the company’s budget, being able to decide what is purchased and what is not.
Focus on building relationships
When selling high-ticket solutions, which require a considerable
investment and on whose choice the future of the organization –
and why not some of its employees – may depend, it is essential to nurture the bond with potential clients .
Whenever possible, hold face-to-face meetings to talk face-to-face with decision-makers in order to understand their views and expectations. If geographical distance makes this not possible, video calls will be your best ally.
Sell results, not ideas
Don’t be fooled. No matter how excited they may seem about your service or product, companies are not specifically interested in what you sell, but rather in the benefits that acquiring your solution will bring them .
Therefore, do not focus on the features of what china phone number library you sell, but on the tangible and measurable results that the company that hires it will obtain after its implementation.
Create a strong value proposition
Organizations, especially those with high purchasing power, do not want to waste time. They need to find the best solutions available on the market the ability to work remotely is one of the decisive factors to implement them and maximize profitability.
Therefore, to increase B2B sales it is essential to create a solid
commercial proposal that highlights the value that the product
or service offers to its customers and the differential aspects that make it stand out from the competition .
Don’t be afraid of high prices
Just as they are not particularly interested in
the features and benefits of your solution, companies are not particularly interested in your prices. Why? Because price is a subjective concept when compared to the results that a given solution helps achieve .
Is it worth spending thousands of dollars to buy germany phone number a product or service that will increase profitability by 30%? Of course it is! Because this operation should not be considered an expense, but rather an investment.
So, don’t lower your prices thinking that you’ll win more customers. If you do, you’ll only attract prospects who don’t have the investment capacity that your solution requires .