5 Ways To Increase Your B2B Sales

Selling a product or service to a business, or B2B Sales, is much different than selling to a normal consumer. You have to adjust your mindset from selling to teaching. B2B prospects want to be educated, not pushed.

Throw away your old script. Take time to listen to your prospects' needs and mend their pain points. People don’t care about you until they have a reason to care about you. Understanding what is important to your business prospect and presenting a solution is the secret sauce.

1. Do Your Homework

Before you make any outreach to a lead you want to do some research. Use social networks like LinkedIn to easily learn important details like company name, size, and job title. A quick Google search will help you understand if their company is well funded or in a financial decline. Did the lead contact you through your website? Use tools like Google Analytics to see how many pages they looked at or how long they spent on your site. Maximizing your information gives you more tools to use when reaching out. It can also keep you from wasting time cold-calling someone unqualified.

2. Step In Their Shoes

Now that we know the basics of our buyers let's push even deeper. Take a step into your prospect's mind. Try to imagine the world from their perspective. What do they want their business to look like after using your product or service? After you paint a clear picture of their end goal, work backward. Develop an idea of exactly what it will take to get your customer there. Its important not to forget you are talking to a person, not a business. If you can create a plan that connects with them on an emotional level, you will have a great advantage. Try to understand the decision-making process from their point of view.

3. Ask Questions

The absolute worst thing you can do is tell someone you know “exactly what they need”. Don’t assume you know anything about the buyer. Ask questions, and let them express their frustrations. Avoid yes or no questions. You want them to talk about themselves and their company. Digging deep into the who, what, where, when and why will give you great insight into how to connect with them.

4. Differentiate Yourself From The Competition.

This is often easier said than done. But, being unique is one of the single best ways to connect with a potential customer. Be yourself, and let that shine through during your relationship building. Content creation can be an amazing way to be different. Get in front of the camera and give your knowledge away for free. Branding yourself as an expert in your field will position you as the go-to in your vertical. Don’t worry about being a super polished movie star with perfect sound and lighting. Let your personality shine through and explain what you know, in your terms and way of thinking.

5. Cut To The Chase.

When it's time to make a sale, you should be as direct and transparent as possible. Your prospects don’t want to hear sales fluff. Tell them exactly how you will solve their problems and how that will make them more money. Respecting your lead's time will work wonders. Think of an elevator pitch, not a speech. If you cannot easily explain your solution in less than one minute, you are not ready to pitch. Explain how you can add value to your prospect, and let them decide if it's worth it.