As we all know, traditional B2B sales have a patterning process where field representatives meet with their customers, educate them on the product and attempt to close the deal. However, that is not the case in today’s business climate. Many B2B sales are declining because they are finding it hard to adapt to the new modern, sales cycle and the several marketing channels. Let’s face it, technological innovations have changed the world around us. There are now well-designed solutions and support to obtain information about products.
Let’s be honest, who doesn’t immediately reach for their phone and start googling something that’s on their mind. We look for general information, solutions, the latest trends, celebrity gossip and last but not least the infamous consumer reviews on restaurants and products. Seriously, nowadays the internet can answer just about anything.
Unfortunately, many B2B sales organizations aren’t taking advantage of today’s digital technology and marketing. If the B2B sales organizations understood the process better, they could increase their sales and be more efficient.
Let me show you three effective ways you can boost your B2B sales all by leveraging digital marketing.
1. Stay connected to your customers
With today’s digital technology and marketing, you are able to stay connected to your customers, educate and support them anytime, anywhere. Online content never sleeps! Consider this your 24/7 marketing depot for your business. This is very important because today’s customers spend a lot of time self-educating through digital channels. You have the ability to lead and influence your customers to make the selections and best purchasing decisions for them.
2. Know your customers
Digital Marketing can give you access to an abundant amount of data so you can really know your target audience. With online digital channels, you can learn about the people who have visited your website, track returning visitors, show you what they viewed and even tell you what device they used. It’s pretty scary to think about as a customer but as a business owner, this is a great benefit. This can help you understand your customer’s expectations across all platforms. When you know your customers, it will be easier for you to deliver the most relevant content.
3. Interact with your customers online
Yes, you can now interact with your customers through a website. Businesses can now build effective online tools that complement the sales process for them. So, a website can’t provide an actual sit down meeting, but it can deliver a great user experience. It’s important you personalize the content so you can extend your customer relationships. This can actually be more convenient than any “in person” sales contact.
Remember, at the end of the day, both traditional sales and digital channel process will ultimately be decided by the consumer. However, digital marketing is an essential part of any B2B sales strategy. It’s always ready to help drive sales, so use it wisely and to your benefit. Enjoy!