Business to business, or B2B sales is a term used for companies that sell their products or services to other businesses. B2B sales generally tend to be more difficult as it involves multiple decision makers, unlike B2C where the customer is the sole target audience. Convincing a target audience of multiple levels can be a challenge but there are ways around this; here are 10 strategies to help improve B2B sales according to the best digital marketing agency in Kochi.
- Invest in the Power of Social Media
54% of social media users research products on multiple platforms before making a purchase, while 71% of users will make purchases based on social media referrals. Social selling is the process of finding and engaging with potential customers on online platforms. “It is a softer approach than traditional selling and focuses more on building authentic relationships with customers,” according to a leading digital marketing agency in Kerala.
- Train your Sales Team
Bad sales interactions can ruin your chances of potential sales and also negatively affects a brand’s reputation. A trained team with a script to fall back on can lead to more effective communication with a tone that is confident without being condescending.
- Use Holidays to your Advantage
The holidays can be a gold mine for businesses if they implement the right strategies. Creating exclusive offers, offering discounts and free shipping can create opportunities to cash in on the extra disposable income customers have.
- Ask for Referrals
Asking your existing clients for referrals is a softer approach than cold marketing; having somebody who already trusts your brand vouch for you build more credibility.
- Don’t Neglect Emails
Emailing is still a very effective method of selling if done correctly. “Instead of spamming with mass-produced emails, try personalized mails to build a more authentic relationship with customers,” says a successful digital marketing agency in Kerala.
- Use Paid Ads
PPC ads yield 50% more conversions than organic advertising while Google ads can increase brand awareness by 80%. With more people online than ever before, paid ads are impressively effective.
- Prepare Client Lists
Knowing your target audience is a key factor in boosting sales. Use tools like LinkedIn to find businesses that match your perfect client description.
- Focus on Email Marketing Strategies
While social media platforms like Facebook, Instagram and Twitter are effective ways of social selling, it is important to remember that these communities can vanish as suddenly as they pop up. Having your followers on a mailing list gives you more control over your content and community.
- Use Video Content
Video content is quickly taking over the world and it looks like it's here to stay. Statistics say that users retain about 95% of video content. As the best digital marketing company in Kochi, Potters Wheel strongly suggests using this medium to attract potential customers.
10. Use Case Studies
Since B2-B sales vary from B2C sales because there are often many people involved in the decision-making process, case studies are an effective way to leverage an outsider’s perspective to your advantage.