We all know that the entire world is in difficult times because of inflation and the ongoing crisis. And it’s easy to drive B2B sales when everything runs smoothly, but what about times like these when everyone is trying to cut costs and are more careful than ever?
But don’t worry since there is always a solution and a way to stay relevant on the global market. And since B2B sales are often more difficult than not since finding the right decision-makers is not so easy, you have to focus even more now when the crisis has taken over the whole world.
Therefore, we will see some helpful B2B sales consulting tips on how to drive B2B sales during hard times, so let’s begin.
Since the global market environment in which you are operating is highly competitive, having only one or two sales channels to market, your services and products may not be enough to achieve your goals. Don’t forget that your B2B customers can be found everywhere, so you have to try to aim and reach potential buyers via multiple sales channels.
By using numerous sales channels in order to target potential customers, you upgrade the chances of conversions. In addition, you also have the advantage of improving the buyer perception and engagement towards your brand and business offers in general.
Furthermore, being a business owner that wants to grow your business continuously, it is highly beneficial to use a variety of sales channels like social media marketing, social prospecting, drip email marketing, SEO optimization, PPC advertising, and B2B demand generation, among others. Using all these mechanisms will make your business much more accessible to prospective customers and loyal buyers.
In essence, the omnichannel approach is best when it comes to B2B sales now, and it seems like it will continue to be valuable in the future.
You don’t have a lot of time to waste considering the ongoing crisis, so you have to be even more effective and faster than ever before. Many companies put their buying managers on the frontline of buying situations, but the fact is that they are not genuinely qualified to decide on any buying decisions. That is why if you want to be like some of the best and most successful B2B companies, you have to go straight to the real decision-makers.
Now is not the time to waste a lot of time on developing relationships with purchasing managers and other buyers, even if it feels suitable at the moment or if it looks like there is enough time to go through the entire process. The reason being is that they are not the authority you need that can make the actual investment in your services and products, and they don’t have the necessary budget.
Therefore, focus directly on the stakeholders who have the budget and the level of authority to make the purchasing decisions.
During difficult times and inflation crises like this one in the last few months and years to come, you shouldn’t back off from marketing in any way since it is even more difficult to make connections. And this is normal, considering the fact that businesses are a lot more careful when it comes to investment and making connections.
That’s why content is king since you can hire a marketing agency that can help you create and use high-quality content in all the sales channels mentioned above. Of course, the many sales channels are fantastic for improving conversion rates anyway, but nothing can be done without excellent content marketing.
And the actual trick here is that content is connected with SEO, and search engine optimization is directly related to becoming better and closer to B2B customers since it helps rank higher on search engines. The agency will conduct keyword research, create link building, focus on onsite optimization, and provide you with reports and analyses of the ongoing results.
That’s how you will stay at the top of the game and be one of the top-rated solutions for B2B customers.
Since the economic circumstances are challenging, some of your competitors may cut down on demand and lead generation investments. And that’s where they may make a mistake since they will lose some of their existing buyers and find it hard to find new ones.
That’s why you shouldn’t stop lead generation since it is a chance to regain lost customers and engage with existing ones even more. As for existing customers, it is wise to strengthen relationships and offer discounts, and open new divisions. Furthermore, keep looking for new customers and make the best out of the situation when your competitors aren’t active in this period to be the savior for their customers as well.
So, focus on the job and use these tips to drive B2B sales during hard times such as these, but don’t forget that B2B consulting agencies and demand generation experts are qualified to help you every step of the way!