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Your B2B customers have become a lot more demanding over the years. It’s now at the stage where they almost behave like non-professional consumers. If you dig a little deeper it’s easy to see it was only a matter of time before this happened. You’ve got the technology to thank for your hard days in the office.
Everyone can now purchase items online in a matter of seconds. Employees don’t need to wait until they go home to order things anymore. It’s like they’re in consumer mode 24 hours per day, which makes it hard to keep them happy. There are a couple of ways you can make life easier for yourself.
You Must Make A Good First Impression
In a B2B environment, it’s likely you’ll be speaking to the same people over and over again. It will obviously depend on which industry you’re in, but it’s still not the same as selling in the B2C world.
Even if your company is great, the average consumer is only going to buy from you once. When you speak to other businesses for the first time you will find future phone conversations easier if you make a good first impression. Obviously, you’ll want to have proper headsets for customer service center to make sure everything runs smoothly.
Learn To Give And Take More Effectively
A sales call is really a negotiation when you break it down. What is the one thing you must try to do when you’re negotiating? The other party should feel like they have a voice or they’ll shut you out completely.
If you try to be too slick you don’t stand a chance, but at the same time, you still want to make the sale. You should learn to give and take when you’re on the phone. Your customers will be happier and you’ll succeed more often.
Help Your Customers Become Successful
When dealing with consumers you really just want them to buy a product, which is fine because you know everything you sell is great. Take a different approach when you’re selling to customers who need career success.
They’re tasked with buying for their company, so if you sell them a printer when there are better options available you’ll hurt them. In the future, you can’t blame them for buying from someone else.
Listen To Them More Carefully
One of the great things about B2B is communicating verbally more often, which you don’t really get to do with ordinary consumers. Seize the opportunity and listen to what they say as carefully as possible.
When someone is selling a product they tend to stick to their own script while ignoring the customer. Once you start listening it will give you a much greater understanding of how to satisfy them on a regular basis.
Building Up A Good Relationship
Good relationships take time to build, but they pay dividends in years to come. You don’t get the chance to build a relationship with a consumer unless you have the skills to do it within the space of 5 minutes.
Mere mortals will take a bit longer, which is perfect if you’re speaking to the same employees at each company whenever you phone. Try your hardest to build up a relationship and each sale will get easier as it grows.
Go The Extra Mile From Now On
Everybody says you should go the extra mile, but now it’s not simply a cliche saying. You have to exceed expectations if you want your B2B customers to be happy. Follow everything we’ve said today and you’ll be able to do it.
Ryan Yarbrough is a small business consultant, speaker, and the manager at Davis Financial Services, a small business consulting firm.