The so-called “B2B revolution” is having huge effects on the business world.
In fact, more than $9 trillion of business revenue is through B2B sales. Simply put, this means that if you aren’t already on board with B2B sales, then you better get started.
Fortunately for you and your business, that’s never been easier than it is today. Let’s talk about B2B sales and some techniques you can use to make more of them!
Understand Why B2B Sales Are Important
B2B sales, or business-to-business sales, are important for a couple of reasons. Number one is that money talks. Where do you go for money? Well, unless you’re a government contractor, then the answer is other businesses.
You can get much bigger contracts and much bigger sales when you’re selling to other businesses. If you’re selling paper, are you going to make more money selling to a parent of 3 looking to do art projects with their kids, or a big corporate law firm that needs to draft up contracts every day?
The second reason you want to focus on B2B sales is networking. Something every business needs. Building up a solid reputation among other business leaders will inevitably pay off.
Now that you know why it’s important, let’s talk about some techniques you can use to start selling!
Stay Firm On Price
Stay firm on your prices, and don’t apologize for them. Making exceptions will build you the wrong kind of reputation, and will lead to businesses trying to take advantage of you.
If you lead with “while this is negotiable…” or “prices may vary, but…” then they are going to try to short you. Don’t make this mistake.
Cold calling can be a daunting task, yes, but don’t stop doing it. You just have to do it the right way to make it more effective and less of a chore.
If you want some cold calling tips for business clients, go to: https://saleshive.com/writing-a-great-b2b-cold-calling-script/
Do Your Homework
Know the company that you’re reaching out to before trying to make the sale. Not only can this give you insight, but it can help you establish a relationship with the business leaders you are trying to sell to.
Once you know what they’re about, you can make a more individualized sales pitch, letting them know how their specific company can benefit from what you are selling. Impressing them with your thorough sales techniques can set you apart from the competition.
Share Your Insights
Sharing customer success stories and/or case studies about your product can give your potential client some great insight into what you’re selling. It could be what motivates them to make the purchase!
B2B sales can make up a huge portion of your company’s revenue, even with just a few contract sales that stick, and there’s no time like the present to get started!
Just keep up to date with the latest business news and insider tips, get selling, and keep growing that business!