Selling your products is hard as it is. Selling it to another business person, who possesses a similar professional knowledge and a fair dose or reserve, is even harder. That’s why B2B sales approach, although not entirely different to B2C, should adopt a slightly different practice in order to successfully satisfy the needs of professional, demanding clientele. In the professional services sector, 67% of all buying decisions are in fact made online but only 1/3 of salespeople exploit the vast opportunities that this online marketplace presents them with. Devastating 2/3 of them are being squandered by uninformed online presence (or even worse, absolute lack of it). Do you want to learn how to be in the top 33% of salespeople who know how to get the best out of this situation and bring their professional services firm to the next level? Read on to learn how to interact with your audience more effectively and build relationships that will inevitably help you expand:
- CREATE – You know that already right? In order for people to be aware of your business, you must somehow present it to them first. And in order to do so, it would be sensible to create content that could be uploaded online. Even if it’s so evident still so many businesses and salespeople overlook this basic point and assume that if traditional sales methods have worked for so long, of course, they will remain successful infinitely. This statement no longer holds true though, and as a result, they prevent their businesses from reaching their full potential. A shame, ain’t it?
- ENGAGE – You have created the content. Well done. And those sales are still not soaring up? Well, I’m going to have to share with you another golden rule- content itself, unfortunately, is not going to be enough. In this world dominated by an overload of omnipresent information and peoples’ attention spans ranging from 3-7 seconds, in order for your content to add up any value, it must be capable of catching and retaining peoples’ attention within the very first few seconds. Snappy and visual or (depending on your clientele) descriptive and emotional. No one likes dry though, so avoid that and see your business flourish.
- CALL TO ACTION – So you’ve got that attention, how amazing is that? What you’re going to do with it now? If you’re not going to act fast, client will surely get distracted really quickly and drift towards next interesting proposition in line- all of your efforts will perish. Don’t let them do that by making sure all of your content includes some form of call to action and encourages people to keep interacting with you some more.
- GET PERSONAL – You must be thinking what the hell is he on about, he just wrote a lengthy post about how traditional methods don’t work in the modern world and now he’s telling me to get personal? Don’t get me wrong, first three interactions are crucial, but if you want to solidify the relationship you have built, taking your clients out for a good old cup of coffee can act miracles. I don’t mean you have to run around and offer Starbucks cappuccinos to every single person that bought from you, but whenever you have a chance, do give it a try. People enjoy being taken care of and by providing them with that you’re only helping your company out. Positive associations, positive sale figures.
We at Etica would love to hear from you. Comment below with your thoughts or get in touch for your free consultation.