When one is selling business to business (B2B,) it can be a challenge, especially if your product is something digital. If you’re trying to sell to a business, here are 10 tips to get you started.
1. Communicate on Social Media
Give the business a follow. Message them. If you engage with your posts, they may follow back. Afterwards, share articles and posts about your product. The business you want to sell to may get engaged by your content and message you to learn more.
You can’t sell without researching. If you’re trying to sell to a business, research them. You don’t have to follow around the CEO or anything, but do some basic searching and learn all you can. That way, you can narrow down your marketing plan.
3. Look at Their Pain Points
Think of yourself as a doctor. If you know where the business is hurting, you can offer the cure. Ask them how they want to improve, or follow their posts and look for potential pain points. For instance, if you sell eCommerce software, going after brick and mortar businesses hit by COVID-19 may be a good step.
4. Then, Focus on the Benefits
The problem with many businesses is that they will list the features of the product, which is good and all. The problem is that you’re not a store description page. You need to tell the company how your product can benefit them. You may implement both, listing the features and showing how each can benefit the customer.
5. CRM Done Right
Use a customer relationship manager, or CRM, that can organize your prospects. One system you may try is PBXware
, which can help you to keep track of all the aspects of your business and the communicate you have with other businesses.
6. Be Honest
Don’t be a shady salesperson. Instead, be as honest as you can with your product. Don’t promise something your product can’t provide. With honesty, it can improve your reputation quite a bit.
7. Pitch to Someone Who Can Make the Decision
If you call the company, it may take a bit for you to get to the people who decide what to purchase. When you have an elevator pitch handy, save it for the people who are supposed to make the actual decisions.
8. Be Flexible, But Firm with Your Prices
You don’t want your prospects to talk your price down and devalue your product. Instead, be firm with what you’re selling. However, there is a time and a place to be a little flexible. If you can provide services that fit within the company’s budget, especially a company that has the potential to grow, consider that.
9. Don’t Close the Door
If the company is still on the fence, especially when it comes to negotiating a price, then don’t close the door just yet. Many companies may want to pay for a good product, but have been burned in the past. One way you can reduce the chances of the company closing the door is to have a free trial, or something similar, handy.
10. Don’t Forget to Follow Up
Sometimes, a business may be interested, but then ghost you. Don’t feel like it’s the end of the deal.Businesses can get backed up with emails, and some may need a little extra push. Follow up with an email, and if that doesn’t work, give them a call. Don’t do it every day, but shoot them a message every now and again to see if something has changed.