Business-to-business (b2b) industry has been a little slow in adapting e-commerce however, as time is passing an increasing number of business organizations are looking towards electronic means of selling, in order to give their overall sales a major boost. According to the recent stats, b2b trading in USA is anticipated to cross $1.8 trillion by the end of 2022.
New trends have made their way into the market to increase b2b sales by business organizations with the passage of time. According to a survey by Databox in 2019, it can clearly, be seen that e-commerce is evolving. Statistics show that 70% b2b businesses feel that SEO is a much better tool for increasing sales than PPC.
The b2b industry is becoming more customer centric with time. Businesses understand the significance of making the buying processes easier for customers. According to a survey in 2019 it was concluded that 60% customers are more likely to get in touch with the business organization directly by using the call option shown in the search results.
Therefore, it is safe to assume that new strategies are coming to light, when it comes to increasing the sales figures in the b2b industry. Here are some amazing strategies, which can help you to increase your business organization’s sales in 2022.
· Focus on lead generation
· Customer services & Upselling
· Cold Calling is a worn out Practice
· Hire a Highly Trained Sales Team
Focus on Lead Generation
According to research, one of the most effective ways of sustaining your business organization’s sales and growing them is, to simply, keep your search mode for newer leads. Research also shows that 61% of the marketing experts feel that lead generation is one of the most challenging tasks.
See, retaining your existing customers is extremely important but you simply cannot retain them by force. If you are doing everything, which you can and still you are losing your previous customers then the best way to keep your revenues growing is by start penetrating newer markets and audiences. Now, you can generate leads through different methods. There are many techniques, which can help you in lead generation in today’s highly competitive market.
With the help of AeroLeads, you will have the advantage of gathering better leads for your business, those which are 100% genuine!
Customer Services & Upselling
The first order of business over here is to have an amazing customer services department, which takes care of all your customer’s issues and queries. See, customers today know and understand their significance, they realize that without them, your businesses will greatly suffer. Now, this allows them to have an advantage over your organization, which turns into a need to be pampered. Yes, pamper your customers. Listen to them, solve their problems and always be ready to go the extra mile for them. Make them understand that no matter what happens, your organization is always going to be there for them and that they can trust your organization to be transparent and reliable.
Furthermore, now this is not simply, to help in retaining your existing customers. According to research, when you treat your customers well enough and build a relationship based on trust, you can retain 89% of your existing customers and even upsell as well. It is a sales strategy. See, when you have worked hard in satisfying and delighting you r customers then you also need to take advantage of the opportunity of selling them more as well. You have already made sure that your old customers trust you and your products. You have already invested enough time in letting them know their importance for you. Now, that you have successfully been able to drill this into their minds and have made a good reputation then why not use it to generate more sales and revenues as well.
Cold Calling is a worn out Practice
Yes, you have generated more leads. You may have been able to create an extensive list of leads, which you need to start to contact if you wish to convert them into your customers. However, you must not simply, pick up your phone or start typing an email just like that. Don’t just think that since they are in your lists, this means that they will immediately convert into your customers which is the best cold calling tips. More than 95% of the leads generated through hard work and effort usually, go to waste like this and you are only left with 5%. According to stats, only 2% of your cold calls are successful.
How about it, if you can convert 95% of these leads instead of only 5%? Wouldn’t that be great? Well, in order to do this, you will have conduct research on every single lead you have on your list. You are living in the digital world, where you can easily keep tabs on your potential customers. Yes, stalk them if you have to, understand what they need, comprehend what troubles them and the way you can resolve their issues. Once you get this information about your customers, then it is the right time to strike. Your chances of being able to convert these leads into your customers will increase exponentially if you simply do your homework right.
Hire a Highly Trained Sales Team
Research shows, that quick action taken by your sales team with your leads can increase the chances of selling 9 times more than before.
Have you heard the phrase that every business organization succeeds because of its employees? Well, if you have not then you read it here first. Remember this, no matter how amazing your marketing campaigns are, no matter how amazing your services are and it doesn’t matter how low your prices are, if your sales reps do not have the complete knowledge, information, skills and equipment, which they need to convince your leads, then you will never be able to increase your sales.
You need to train your sales professionals to build rapport and trust with their customers. Selling is an art, you do not just shove the products or services down your customer’s throats. You build trust with you customers first and then you tailor your pitch according to their needs and requirements. See, when you are going to call a potential customer, they will understand, that you are trying to sell them something. However, this is where your skills, as a professional salesperson comes into play. You need to appeal to their trust and with a combination of their trust along with your thorough knowledge and information of the products or services, you can easily, reel them in.
Does a company need new customers in order to sustain?
Yes, in this competitive business environment, where customer retention is quite difficult, acquiring new customers and tapping into new markets is the best way to survive and thrive.
Does the quality of your customer services matter, as far as customer retention in B2B is concerned?
Yes, of course the quality of your customer services is imperative, when it comes to customer retention in the b2b industry. Research shows that around 90% of the customer retention is due to amazing customer services.