B2B Sales Tactics

When it comes to B2B sales, it really comes down to 3 important tactics.

By using these, you can better reach your existing clients and pick up some new ones along the way as long as you can put these tactics to good use.

The 3 Cs of cold calling

Sure, cold calling can be a little uneasy for many sales reps. This isn’t made better by being in an age where communication is mostly done in written form. However, by following the 3 Cs, you can at least improve your chances.

Comfort – If the conversation doesn’t feel relaxed then neither will you or your client. Find a tone to put both of you at ease and remember that conversation should be easy. You should be right in that Goldilocks zone between friendly and professional.

Comparability – Relate to the client. Find common interests between yourselves and how that fits with the product/service.

Credibility – Why are you qualified to discuss your product or to tell the client why they need it? What makes your company better than others who may have offered the same? These are the kinds of questions you should be answering or proving without even needing to be asked them. Show your expertise on the topic and stand out from the competition.

Your email marketing strategy

Most email campaigns aren’t correctly targeted. Because of this, most attempts tend to get lower open rates. By investing in this department, you can ensure that the correct people are sent these emails and at a good time.

Try to add more than just a newsletter. Perhaps you can include polls or opportunities for feedback to make the user experience a little more interactive. Bear in mind that it’s better to have an interested following than a large uninterested one. Statistics are available for many email marketing platforms so be sure to make use of them. Track and analyse these statistics, discuss them with experts, eventually, you should find a way to improve what you’re doing.

No one is saying you must do anything revolutionary. Keep things simple if that works. You just have to make sure some time and resources are invested into the strategy and that the strategy is in line with the goals of the company.

Direct messages via social media

We live in a digital world. Your approach should reflect this. Although, you should also learn the difference between spam and reaching out in a meaningful way. This is why the use of direct messages comes in handy.

LinkedIn is one of the more professional social media platforms. One of the best reasons to use it is that the client can see immediately who you are, your affiliations, and some of your online history/track record on that site. This adds much-needed credibility to your message, therefore making you seem more trustworthy as a sender and will result in added engagement on their side.

It’s not enough to just use the platform to send a direct message though. You should make sure to personalise each message. Tailor it to each potential client and only do so to a short list of potential clients so as to not have the appearance of spam. Be sure to look out for how active they are on the platform and what services/products may line up with what they want. Leave contact details and relevant information. Leave out anything that seems irrelevant as this may be brought up when they get back to you.

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