Jun 29, 2022
In Authors Forum
Just because buyers spend a lot of time looking for solutions to their problems doesn't mean they don't need help. So being helpful without expecting anything in return is a way to overcome the walls people have put up in their relationships with sellers. Here are some benefits of approaching prospects with a helpful attitude: This helps you build trust and rapport with your prospects. Asking questions about what they need help with helps you qualify if they are your target customer. Being positive in your advice and not judgmental is a way for you to show that you are caring and knowledgeable. Even if it doesn't work out for them to become a customer, they can refer you to someone else who can use your help. 4. Never stop prospecting Build a sales pipeline. Here company logo design are some ways to start an initial prospect list: Ask friends and family for references Ask your clients for references Attend networking events Prospect on social media - LinkedIn, Facebook, Instagram, Twitter or wherever your prospects live Stanley Tan, Selby's Price is not the primary motivating factor in a B2B purchase. Most sellers approach B2B sales like B2C sales. In B2C sales, customers typically sort by price. In B2B, the price is just important to respect their budget. As long as you stick to their budget, you'll be fine. In our industry, what we have considered the most important factor is reliability. The decision maker wants to buy something reliable. To give you a more specific example, as a print business, one of our main customer segments are marketing agencies who order a lot of signage for their clients' events. The agency is not looking for the cheapest signage supplier but a reliable supplier who can guarantee that their signage will be there for the event on time. They won't risk their event of not having signage for a few thousand dollars in savings. As long as the provider stays within their budget, the decision maker is good with that. In summary, the price is there just to fit their budget. Reliability is a more important factor in the decision-making process. Steven Benson, Founder and CEO of Badger Maps To increase B2B sales, you need to optimize your sales process by breaking it down into specific steps and skills. Determine which skills are essential to the success of your sales team and make a list of those skills. You will end up with a few key skills for each stage of your sales cycle.