B2B sales is an area that is becoming more and more competitive. More people, more than ever, are
working hard to convert more customers. As you might know, it is not an easy task to conduct B2B sales.
The process is complicated and tiresome as it requires selling a product or providing services to another
business instead of providing it to the consumers. The good news is that you can still generate sales if you
employ the correct B2B strategies. Learn some strategies and hacks below!
Do your market research.
For you to succeed in your B2B marketing efforts, you need to conduct solid market research. Research
enables you to know your customers and brand better; in essence, it helps you make more informed
decisions about your business. There are many different types of B2B marketing research that you can
conduct. For example, you can conduct brand research, client research, market research, client journey
research, or client satisfaction research. Interestingly, firms that conduct systematic research on their
prospects grow up to ten times faster and up to two times more profitable.
Pick the right niche.
When thinking about the best B2B sales strategies, there are several questions you should answer. For
example, what are those aspects that set you a cut above your competitors.” If you do not have that seller
aspect of unique traits in your product or service, it is best to go back to the drawing board.
You ought to try and create a brand that speaks for itself. In other words, have a mark on your product
that can translate to sales. Luckily, this is achievable if you can pick a perfect niche then make the most
out of it.
Improve your website-make it mobile-friendly & invest in security!
A good website is one of the assets that can amplify your B2B sales. Investing in one is a great way of
increasing visibility, demonstrating your expertise in the marketplace, and generating sales. Statistics
indicate that up to 80% of people look at websites before making a sale if you didn’t know. Therefore,
you need to create an interface that will get your audience glued to your site. Use beautiful graphics and
an intuitive navigation system.
Remember to incorporate a visible call to action and publish easily accessible contact information. Most
B2B buyers have little patience for websites that are difficult to navigate. You will also need to ensure
that it works well on the phone. As you set up all this, you need to secure your company’s website to build trust with potential customers. Keep in mind that no business wants to purchase from a business that has no security. Invest in a good SSL certificate that will secure all credit card transactions, data transfers, and logins. A secure site also means increased visibility and improves your SEO rankings.
Utilize social media
B2B is known to be slow on social media. They are mostly written off as boring and unnecessary. Sadly,
in today’s social media-saturated environment, you ought to use it better. Social media is a critical space
for nurturing sales prospects. 75% of B2B buyers are influenced by social media when it comes to making
viable purchase decisions. Learn what potential customers are saying on social media by engaging in
discussions. Read comments, reviews and use the insights to make strategic business decisions.
Tip to create a successful B2B social media strategy
● Figure out an unboring angle
● Consider paid options-other than the free marketing tools, consider paid options like Facebook
ads
● Speak to your audience
● Spend the time to get it right.
● Blend social media with tailored content marketing strategies
● Personalize your offers.
Try referral networking
This is hands down the most effective and efficient B2B marketing strategy. Did you know that 9 out of
10 purchasing decisions are based on peer recommendations? Yes, that’s how many referrals can make
you if done right. Sadly, it remains an untapped resource, with only a few businesses using it. It’s simple,
Referrals are like gold dust, and interestingly your clients are willing to provide referrals provided your
product is good. Gain the courage and ask your customers. Make it personal and give them a call instead
of an email. Ask whether they are enjoying your product and if they would refer you to anyone. You can
make a quick Google search on the different ways of asking for a referral without looking desperate.
Use effective marketing strategies-Diversify your options.
Having one plan or strategy will not lead you a long way. You need to diversify your options if you are
looking to generate sales. After conducting the customer base research, you should know where your
customers are? What platforms do they use? Do they use traditional or new media? In essence, find
different ways that new people can learn about your products, their usage, and value. Try to combine both
traditional plus new media to increase brand awareness about your brand and products.
You can look into growth marketing techniques and cross-promotion solutions that could help you
generate sales. You could leverage options like cross-promotion to grow your brand as well.
Have long term plan
Every business is filled with hurdles and obstructions; it is not always a smooth path. However, having a
long-term plan shows that you are in it for the long haul. You should know where you would love to be in
the next 5 or so ten years. It will help you stay grounded on the initial plan. It also helps you plan better,
increase operational efficiency, increase your market share and profitability.
Wrap up
The business may be booming one year and struggling the next. Running a successful B2B business requires
more than a good product. It requires constant adoption to the constantly changing industries and world
markets, a strong foundation, focus, and a sound marketing strategy. Luckily creating a sound sales
strategy is not a hard nut to crack. The strategies discussed above should help you ride the next wave in
your business.
