Introduction
B2B sales can be extremely effective if the right strategies would have followed. Unfortunately like in every industry, some mistakes can happen here as well. We will examine the most common ones in the following text below. This will improve your methods and hopefully fix your mistakes if you’re making already. Let’s start;
1-)Showing One Option
One of the most common mistake that salesperson doing is showing only one offer to the client. This would ruin the deal that you’re making because every client has certain budget for their own business. Instead of giving one option, it’s always better to show low, middle and premium options. Some B2B clients may chose to work with lower prices but on average, it would increase the sales.
2-)Avoiding to See Face to Face
By 2019, B2B sales mostly occur online or via phone calls. This method works for most of the deals but in fact, this may not be the right way for huge deals. If the business is on a big scale with big companies, the client would probably want to meet in person. Setting up a meeting and making the deal would worth the effort!
3-)Taking Step Back on Prices
Customers sometimes may bargain you about the prices. Always keep that in mind when you lower the pricing, you also reduce your value in the industry. Being stubborn about high tier pricing can lead you to close big scale sales.
4-)Showing B2B Deals/Offers Primarily
Keeping the prices at low is not always a good strategy. Because a good customer looks for quality instead of price. You don’t have to be afraid of setting the right value of your work as it deserves. Keeping the offers or discounts for later has always been a better choice. If you’re confident with your work, you may not even have to make an offer. Big scaled companies are mostly get attracted by this kind of method.
5-)Rushing the Client
In B2B business, it’s been always a good idea to keep in touch with the client. However, they are not machines eventually. You have to leave them some time to let them make their decisions healthier. Rushing them would be a huge mistake that could even pull your sales to the bottom. Patience is the key rule of B2B business. If the offer is valuable, they’ll make up their mind and reply to you positively.
6-)Pushing to Reach Out Everyone
The logic behind this is pretty common among the B2B companies. It’s basically “If I reach out 100 companies I can get 30 customers.”. The thing is the quality is more important than the quantity. It’s always been more efficient to focus on potential customers by making a market research, rather than struggling with a lot of them. It will be easier to manage plus the feedbacks will be better.
7-)Not Telling The Services Clear
The companies have to know that what is your team offering them clearly. You better show these companies your values on front and as simple as possible. You have to be ready to answer them fast when they ask you what is the deal about. This won’t be difficult to experience by practicing and some research.
Final Words
By considering these tips, you should be less likely to make common mistakes like the other B2B companies. Basic market research from the beginning and collecting some data about your clients would make you start from few steps forward. Make sure to keep aware of the sales industry.
