In addition to guest posting on the UpCity blog, CIENCE is featured as one of our Top Lead Generation Companies. Check out their profile here.
Businesses face many challenges nowadays: long buying cycles, lack of time, lack of perspective, a need to adapt to the new reality and cut through the noise of the sales environment. Yet, it all comes down to one biggest question: How do you get more B2B clients?
A consistent flow of new B2B clients ensures that your business prospers and stands firmly even in the tumultuous times we live in. To fill your pipeline with new sales, try one of the four hacks we have prepared for you.
Ask for Referrals
Though it seems like the world got so much bigger, the word-of-mouth method of transmitting information is as credible as ever. If your client recommends your services to another company, you get a gift of trust. In fact, 92% of consumers trust referrals from people they know.
The key to asking for a referral is asking. Only 47% of top performers do, and those who do see a 70% rise in conversion rates.
Create a straightforward referral system and try it on your loyal and, most importantly, happy customers. If they are pleased with the work you do, they won’t mind spreading the word about your products and services and supporting the growth of your business.
Note: Remember that one of your top priorities must be to nurture your customers—it will create a relationship (bond even) that will naturally lead to referrals.
Put Your Value on the Table
Selling has become more complicated, but buying has too. Sometimes, we forget that high accessibility to information makes it even harder to reach and hold the potential buyer’s attention. For instance, a simple search on Google for “CRM migration services” loads nearly seventeen million results in less than a second—and that’s a lot to process.
How can you stand out from thousands of competitors and get the most of B2B clients for yourself? You’ll have to deliver value in everything that you do.
Blog posts, case studies, landing pages, or ads that you create should embody your brand, thought leadership, and the knowledge you possess that can change your buyers’ world.
Note: To be heard, your value should be precisely targeted toward your audience. Make sure to spend some time crafting your buyer persona and ideal customer profile.
Hear From Industry Experts
Read the latest tips, research, best practices, and insights from our community of expert B2B service providers.
Utilize Every Possible Channel
To let your business succeed, you have to open every door that has opportunities. It starts from the traditional outbound lead generation channels such as email, phone, and social media. But there is so much more you can try.
Advertising exists in various forms and price ranges and can be a powerful tool for targeting your potential clients at the very beginning of the buyer’s journey. Social networking on LinkedIn or Facebook can be highly effective for small businesses.
Events may not be the obvious choice nowadays; however, online conferences, webinars, and podcasts can showcase how you stand out from your competitors and offer your thought leadership to the industry.
Not every channel may work for you, but you have to try first. Besides getting you new B2B clients, this approach will make you highly visible across your marketplace. And even if you don’t seal the deal immediately, the brand awareness you raise will tip the scales in your favor one day.
Optimize Everything
Companies that stay at the top of their game have one thing in common—they are constantly evolving. After all, if something works, that doesn’t mean it can’t be improved.
So besides finding ways to get new B2B clients, you should scan your business processes and see if you could be losing any potential clients from your sales funnel.
You can test and change anything content-wise, from the tone of the narrative to the visual branding. Perhaps there is a better way to compose your emails to get a higher click rate, or maybe it’s time to upgrade the website.
Pay attention to aligning your marketing and sales and working toward improving existing customer relationships.
Additional Tips
Besides these fundamental strategies you can implement in your company, we have a few more tips to make your life easier. They may seem small and won’t take too much effort, yet, they’ll be a great booster for your sales.
- Start with outbound lead generation. That’s a must. To become the master of your sales, you have to take control of the leads you get, and the only way to do that is through outbound lead generation. It allows you to pick the best-fit leads, personalize the buyer’s journey, and finally land your ideal customers.
- Raise in-house brand ambassadors. Your employees can be your representatives at every digital marketing platform there is. Encourage them to leave reviews, express their thought leadership, and use your branding while they do it.
- Create context. In B2B, it’s important to not just sell for the sake of selling but to help businesses. To do that, you must be aware of the problems and trends in your industry and create your content around it.
- Be real. Remember that though you sell to companies, your buyers are people. They are human, and they need to be understood. Once you realize that, it’ll be much easier to form meaningful, long-term sales relationships.
Attract More B2B Clients Today
Getting new B2B clients doesn’t necessarily mean reinventing the wheel all over again. Acknowledging and fixing the weak spots should be the priority. It will maximize your results and open up some space to try something new!