Customer acquisition is hard work. Generating sales often requires multiple points of contact, some online, some offline. Some personally, others through marketing and advertising.
Selling is not an easy business problem today, but there are some ways to optimize B2B sales and do it in a way that saves time and avoids waste.
Focus more on conversations
Traditional points of sale generally produce two basic results:
- Potential customers will love what you offer and you will get a sale.
- They hate it and you politely decline.
Create authentic connections through stories
How often do salespeople take the time to tell the story of your brand at a point of sale?
It is often overlooked, but it is powerful. Successful sales presentations are the result of a connection between you and your prospect. If you can articulate your brand and product history effectively, it will create a stronger bond between you and potential customers.
Write your presentation
To write the perfect presentation in a short time, you need an ideal foundation structure that can adapt to the specific needs of each potential customer. Here are the six steps you can take to begin the mediation preparation process.
- Identify the perfect hook
When sending a presentation by email, you are looking for the perfect and elusive topic. The subject line or opening phrase (preferably both) will be the hook to get the prospect’s attention. This is what will make the difference between reading your presentation and rejecting it completely.
Finally, the hook should now connect to the needs of the decision-maker and communicate your company’s history. Once you find the right combination of these two things, you have a great way to engage customers and let them grow with you.
- Solve their problem
Once you have the perspective to continue reading, the next step is to show them how you can help them. Are you aware of the common problems your potential company faces? Can your products or services help you solve these problems?
In the written presentation, discuss the issues that your potential person is dealing with directly. Recognize that you are aware of this and focus on how your products or services can help solve these problems.
- Backup with data
Make bold statements (or at least you should), but now it’s time to back up your data. Reading positive comments, testimonials, and case studies influence B2B sales decisions. It is important to include facts, statistics, and testimonials that support your statements.
- Request the sale
At this point, you have a presentation that addresses the concerns of potential customers, shows the value of your products and services, and substantiates your claims with data to substantiate your claims. The next step is to provide potential customers with clear instructions on the next steps.
- be brief
Pay attention to the length of your presentation. If it takes too long, you’ll lose interest in potential customers and they’ll just stop reading. Make sure that the written presentation is perfect for your audience and that you increase your chances of approval.
- You must follow
It is a reality that most sales (especially in B2B) require multiple points of contact before moving on to sales. But a high percentage of salespeople give up after the first contact is unsuccessful.
To improve sales, you need to move from a self-promoting position to a solid proponent of the prospect’s business. Change your perspective, make meaningful connections and demonstrate how to meet your needs.
You can write a successful presentation in no time. Following the structure of this article can help you become more of a lawyer and problem solver and less of a salesperson. This will help you develop the relationships needed to make sales.