To win more B2B leads and sales, you have to market your company’s products strategically and set your company apart from competitors. Businesses are highly discerning about both the quality and pricing of the items that they use to carry out their day-to-day activities. Here are a few practical tactics to win business’ confidence and become their preferred vendor.
Step Up Telephonic Outreach
It is usually a good idea to give your top sales team members lists of leads rather than forcing them to forage for them independently. If people have to spend too much of their workday on finding companies to reach out to, it’s definitely going to cut their sales output short. By giving them a list of leads that’s ready-to-go, they can focus all of their efforts on the next steps in qualifying leads and closing sales.
To help your team members initiate contact with leads, it’s preferable for them to reach out to leads with a branded call display. A caller ID display that state’s your business’ name and location reassures people that your company is legitimate, so they’ll be more inclined to take your call rather than letting it go to voicemail. Connecting with busy executives is tough, so it’s extremely important that you utilize every available means to encourage them to take your call rather than leaving messages and relying on them to call you back.
Improve Your Website
On a B2B website, it’s crucial that prospective customers are able to find the information or products that they’re looking for quickly and intuitively. Your website’s layout and design should make your site easy to navigate, and pages have to load quickly. Be sure that your product descriptions are as thorough as possible. Provide detailed specifications, and include first-rate imagery. Incorporating product reviews is a great way to give online B2B shoppers reassurance about the quality of your products.
Work on engaging B2B customers as soon as they make their way onto your site with conspicuous contact forms. Service on-demand via chat box support is a fantastic way to show shoppers that you’re resourceful and ready to answer questions.
Offer Compelling Discounts on Bulk Orders
The businesses that buy large quantities of specific products month after month are probably going to be the customers that you’re most interested in attracting. Establishing a good working relationship with companies that place high-volume orders could generate a sizable, steady increase in your revenue.
It is important to bear in mind that these companies know that winning them as a customer is an enticing proposition for B2B vendors. The best executives in charge of purchasing are hoping to leverage that appeal for competitive pricing. When you provide quotes to these leads, it is advisable that you be prepared to offer a substantive discount on products for orders exceeding a certain threshold. Of course, this is going to entail sacrificing a small percentage of an order’s value, but that compromise could be well worth it.
When you connect with leads, be sure to convey that discounts are available for bulk orders. On your website, consider including pricing with tiers for certain quantities. You could have five different prices per item based on how many total items a customer is ordering. Alternatively, you could simply stipulate that discounts are available and prompt people to contact you for more information.
Rather than discounting items based on the quantity that a customer orders, you could offer a fixed percentage discount off of the total of orders over a certain amount. Structuring discounts this way gives customers a good sense of exactly how much they’re saving by choosing to make purchases from your company on an ongoing basis. Another notable advantage of discounting bulk purchases is that it can prompt customers to place larger orders than they would without that incentive.
Ultimately, choosing the right tactics to forge connections with businesses could be determinative to your earnings. Increasing your order volume will help facilitate ongoing growth.
