In this hyper-connected and digital era, buyers are smarter than ever. They research a lot before formally requesting a quote. It provides them clarity of requirement, scope of work and insights on evolving trends in their industry. However, business enterprises must respond to this dynamic scenario with pro-activeness and collaborative attitude. These are the following strategies you must follow to simplify your sales process and streamline your operations:
1. Quality of leads generated
Modern business buyers can detect hard-selling in marketing pitches and don’t pay attention to promotional messages unless one is nudged by the following sources which must be tracked by businesses to meet their quality leads.
B2B e-commerce platforms & marketplaces like Indiamart, Amazon Business
Word-of-mouth recommendations
Peer or customer reviews on business aggregators like JustDial, Quikr
Offline activations like Industrial Trade Shows, conferences, exhibitions and roadshows
Website via query forms, request for quotations, or social listening (comments, reviews, concerns on social media handles)
2. Solution Selling
Businesses that are able to show how they add value with their offerings have higher chances of closing a sale than ones who push their product in the old-school way. Clients deeply appreciate the curated solution for their unmet needs, holistic product portfolio with generous service terms and dedicated after-sales support. That is how you tend to solve most of your client’s business problems and earn their loyalty, testimonial and referrals in their network. At Arslok, we value client relationships. We are ready to co-create and co-innovate with them to achieve their sales goals.
3. Winning Over a niche area
Like Porter’s Five-force framework suggests, a business should operate in a sector where the barriers to entry are high and threat of substitute is lower. For an industrial seller, they should aim to become synonymous with the category or niche they operate in. For instance, industrial gases or commodity/metal trading or edible packaging material providers are an example of such a niche. Once you discover your true niche, a business enterprise should maximize on it and aggressively expand their sales until they dominate their area of expertise.
4. Co-creation and Co-innovation
Clients who clearly define their SoW (Scope of Work), quality standards or benchmarks, request product customization or quicker turnaround with the consignment are your biggest blessings. B2B deals thrive on information and it is hard to decipher the most influential buying center i.e. decision maker. So as you gain insights, you should proactively set-up brainstorming meetings, collaborative sessions, share knowledge repository and route to product innovation with the client. These actions strengthen the relationship and contribute to professional loyalty.
5. Map Customer Buying Journey
Identify their triggers and barriers to purchase decisions based on your interaction. This is an iterative process as businesses should design and workaround in accordance. It can enable you to shorten the deal closure period, better service with consistent follow-ups and higher success rate as you standardize the successful route as best practices. The final outcome must be circulated within sales and marketing teams for best results.
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