Read part one here: How to Close More B2B Deals Without “Selling”? (Pt 1)
Focus on “pain points” and “solutions”
“Buy our product” isn’t as effective as it once did. “Let us help you” is the new norm in selling.
And you can only help people when you have insights into their pain points and the solutions they need.
So, above all, establish the pain points your target account has. Similarly, have a clear picture of what kind of solutions they want.
What challenges are they facing? What’s their biggest problem? What solutions are fitting for that problem? How can you help them? Answer such questions. Thereon, create your marketing-communication strategy around these answers. Make sure the focus is always on the target account and their needs, preferences, and expectations.
Now, of course, this whole process requires in-depth market and consumer research. Collating and analyzing such data to bring out actionable insights can be challenging for many. And then integrating those insights into your marketing and sales strategy can further add to that challenge. In such a case, you can always consider getting help from any of the best digital marketing companies in Delhi, India.
Offer as much for “free”
Lead magnets are important. They drive higher conversion and sales. There’s a reason why so many B2B brands now offer lead magnets like free trials, free demo, case studies, free consultation, and more.
But often such free and upfront value propositions might not be sufficient. This is especially true if they lack brand awareness and have a weak brand identity.
You need to deliver more free value at the initial customer touchpoints. Such lead magnets should be stacked with a high value that addresses the prospect’s pain points.
The more free value you can offer the prospects the better. This will not only boost your conversion but also impact customer lifetime value and retention rate, ensuring exponential business growth and desired sustainability.So, figure out ways how you can help your customers as much as possible for free. This value proposition will reel them in to become your customer.
Create a buyer journey map
As important as it is, many B2B brands undermine and under-prioritize the buyer journey map. And it’s a big mistake.
The type of messaging you deliver and tactics you adopt largely depends on where your target account is on the buyer journey map. Because what you say, how you say, when you say, and where you say are all extremely important to drive optimum conversion. And getting these things correctly is possible only when you know about the prospects’ position on the journey map.
For instance, prompting people to try your free demo when they are still at the top of the funnel is a bad idea; it won’t convert well. Your communication should be on where the prospects are on their journey with your brand.
So, take out some time to properly create a thorough buyer journey map. This will navigate your marcom strategy.
These are the five tips to help B2B brands to close more deals without exactly “selling”.
In all, use all relevant channels to bolster your communication with the target account, from SEO to PPC to social media. If you need any help, contact a social media or SEO company in Kolkata.
Most importantly, here’s the biggest takeaway: Change your B2B sales strategy. Make it less about sales and more about helping and offering value. Sales will inevitably follow. You will close more (and bigger) deals.
Audio Version : Click Here