Convincing a prospect to buy his product is always a challenge for an entrepreneur … Especially in the B2B sector. And the competition in the market (online and offline) does nothing to facilitate this trade mission.
The only way to succeed is to combine strategy, strong communication and new technologies.
Communicate the value
To showcase the features and benefits of your products, there is no choice: you have to master the marketing discourse.
As an entrepreneur, you know your product and its added value, not your prospects. You need to put yourself in their shoes and be able to answer their most important questions:
- Why should this product or service matter?
- How will it help prospects do their jobs better?
- What are the differences with competing products (sometimes already used by your prospects)?
If freelancers cannot distill complex and competitive information on their services, in the form of concise and articulated value propositions, they will not be able to rise to the challenge.
Understand the needs of prospects
B2B prospects receive new proposals, promotions and calls from suppliers every day. Drowned under the mass of information, you must distinguish yourself as much by your message, as by its distribution channel and the moment when you transmit it.
Know how to deal with objections
This step is not the most pleasant for a salesperson, whether they are B2B, B2C, etc.
As a first step, it’s important not to take your clients’ objections personally so that you don’t get overwhelmed by your emotions. You would then lose the leadership of your date. Conversely, you will be able to gain the upper hand and counter communicated objections much more easily.
Access the latest technologies
In today’s tech-driven world, there are a number of significant tools available to help sellers close sales.
- CRM systems,
- Cloud technology,
- Data analysis tools,
- Content management software,
- But also marketing automation platforms …
Consider using them to find prospects, contact them, follow their progress and make them the best possible offer.
Connect on an emotional level
Bonding emotionally with prospects transcends traditional sales and marketing relationships.
When prospects have the ability to immerse themselves in a solution and fully explore a product on their own, they develop deeper understanding and retention. It creates an emotional connection with your business.