In this article, we’re going to share four B2B sales strategies that startups can use to generate revenue, improve their customer experience, and increase their chances of closing a deal. Let’s dive in!
Create an Effective B2B Sales Landing Page
If you’re in the business of selling products or services to other businesses, you know how important it is to have a great landing page. No one will want to give you their business if you have a landing page that’s not very appealing or doesn’t provide information about your product or service. So you want to create an effective B2B sales landing page that looks professional and has key information about what you’re offering.
Step #1: Have a Solid Sales Pitch
The most important thing to remember about your landing page is that you need to have a solid sales pitch on it. If you don’t, you’re not going to get any business. You need to effectively persuade businesses that they need what you’re offering. Some of the best B2B sales landing pages include:
- A well-written sales pitch
- A video explaining what your product or service is
- A well-designed image or video of your product or service in action
- A list of the top benefits of using your product or service
- A list of the key features of your product or service
- A demonstration of how your product or service can help a business
Step #2: Improve Your B2B Sales Conversion Rates
The goal of your landing page is for it to convert visitors into customers. Therefore, you want to design your landing page to make it easy for customers to make a purchase. Some of the best ways to improve conversion rates on your landing page include:
- Use a professional, well-designed template that makes it look like you’re a legitimate company.
- Make sure your landing page is mobile-friendly so people on the go can find it and convert.
- Including plenty of information about why your product or service benefits the customer.
- Including testimonials from actual customers who like your product or service.
- Including a link for customers to get more information about your product or service.
- Use large, clear, and easy-to-understand call-to-action buttons.
- Providing a clear path for customers to follow from the landing page to the conversion page.
Step #3: Make Your Landing Page Social Media-Ready
You want your landing page to be social media-ready. That way, you can share it on social media and get good exposure for your product or service. The more exposure you get for your landing page, the more conversions you’ll see. The best way to make your landing page social media-ready is to:
- Include a well-written headline.
- Make sure your logo is visible and easy to recognize.
- Make sure your landing page is mobile-friendly.
- Include plenty of information about your product or service, including a video and a list of benefits and features.
- Ensure your call to action buttons are clear, easy to understand, and prominently displayed.
- Finally, include testimonials from customers who have used your product or service.
Step #4: Have a Professional Design
One of the best ways to make your landing page look professional is to have a professional design. You must ensure that your landing page looks like it belongs to a real business, not a fly-by-night operation. Some of the best ways to create a professional design include:
- Using a well-designed template that looks professional.
- Make sure your logo is visible and easy to recognize.
- Including a video of your product or service in action.
- Including plenty of testimonials from customers who have used your product or service.
- Including a link for customers to get more information about your product or service.
Step #5: Use Call to Action Buttons
The call to action buttons on your landing page are some of the most important features you can include on it. You will not get any business if you don’t use a strong call to action buttons. Call-to-action buttons are the buttons where customers click to convert. Some of the best call to action buttons include:
- A button for people to share your landing page on social media.
- A button for people to get a brochure about your product or service.
- A button for people to sign up for a demo of your product or service.
- A button for people to buy your product or service.
A button for people to contact you directly with questions about your product or service.
Don’t settle for a B2B sales landing page that isn’t going to get you the results you want. Instead, work with a professional landing page designer to create a landing page that will get you plenty of business.
Focus on Qualifying Your B2B Sales Leads.
Once you’ve identified prospects, you need to qualify them before you make an offer. This involves asking questions to determine whether they’re a good fit for your product or service. If not, move on to the next prospect.
First, you will want to ensure you have a solid understanding of how your product or service relates to the needs of your potential customers. You should also understand how your product or service contributes to the success of their business. Once you understand what’s important to your potential customers, you can begin qualifying your B2B sales leads.
Qualify Your Sales Leads with the Right Information
A B2B sales qualification process is based on information gathering and analysis. A qualified B2B sales lead has a specific need that your product or service can address. The key to good sales leads is to gather information about your potential customer’s situation through research. You should be able to collect information that will help you determine if there is a strong fit between your product or service and your potential customer’s needs.
What Do You Know About Your Customer?
The first step in qualifying your B2B sales leads is to determine what you know about your potential customer. You are looking for information that will help you assess the maturity of their business, what they do, and how they do it. You are also looking for information that will help you assess how much they know about your product or service.
This is not a one-time exercise. You should always track this information as you identify and analyze new B2B sales leads.
Qualify Your B2B Sales Leads by Reviewing Your Client’s Current Situation
The first thing you need to do is to look at your client’s current situation. This will help you determine whether there’s a need for your product or service, whether they know about it, and whether they have the budget to purchase it. The following questions will help you review your client’s current situation.
- Do they have a problem?
- What is the size of their problem?
- How urgent is the problem?
- How did they discover the problem?
- How willing are they to do something about it?
- If they have a problem, do they have an existing solution that works for them?
- What are the drawbacks of their current solution if they have an existing solution?
- How much time and money do they spend each year solving the problem?
- What is their budget for solving the problem?
- How much time do they have to solve the problem?
- Do they have a fixed or flexible budget?
The answers to these questions will help you determine whether your product or service is a viable solution to their problem.
Create an Effective Marketing Plan
The marketing plan is a document that helps the business owner to decide on the objectives of the marketing and how to achieve them. The marketing plan describes to everyone in the company how the company will use its marketing resources to generate sales and profits. The marketing plan also shows customers and suppliers how the company will differentiate itself from its competitors.
The marketing plan is the strategy document describing in detail the marketing tactics a company will use to achieve its objectives.
The marketing mix is the marketing plan described in the four Ps: product, price, place, and promotion.
Marketing objectives are the targets the business sets for its marketing activity.
Marketing objectives are customer outcomes that the business wants to achieve by using its marketing activity. For example, marketing objectives may include sales volume, revenue, profit, or market share. In addition, marketing objectives may be global (for example, to increase the company’s worldwide customer base) or local (for example, to increase sales in one particular country).
Marketing strategies are how a business plans to achieve its marketing objectives.
A business may use a wide range of marketing strategies, depending on its overall situation and how much flexibility it has. However, the two main types of marketing strategy are product strategies and market segmentation strategies. In addition, a business may use other marketing strategies such as geographical expansion.
A product strategy is a marketing strategy that involves deciding what products or services to offer to the market.
The four Ps refer to the four basic elements of the marketing mix: product, price, place, and promotion. Product refers to the goods or services the business wants to sell to customers. Price refers to the money the business will charge for its products or services. Place refers to where the business wants to sell its products or services. Finally, promotion refers to how the business will inform potential customers about its products or services and persuade them to buy them.
Marketing communications is communicating with customers and potential customers about products or services. Marketing communications may include advertising, personal selling, public relations, and direct marketing.
A business can communicate with its customers in many ways. First, it can communicate directly with individual customers through personal selling. Second, it can communicate indirectly with individual customers through advertising. Third, it can communicate with groups of customers through public relations. Finally, it can communicate with groups of potential customers through direct marketing.
Personal selling is face-to-face communication between a B2B sales representative and a customer. Personal selling may be used to present new products to customers. Personal selling may also be used to make repeat sales to existing customers.
Advertising is one of the most important marketing communications tools. Advertising is a paid form of non-personal communication with customers or potential customers.
Advertising aims to inform potential customers about products or services so that they will buy them. Advertising may also aim to build customer loyalty, raise brand awareness and increase customer satisfaction.
Advertising can be placed in many different media:
Public relations is one of the most important marketing communications tools for companies that do not produce mass-market products. Public relations may position the company as a leader in its industry or promote a product in a particular market segment. Public relations may also promote the company or raise its profile in the media.
Direct marketing uses direct channels to communicate with potential customers or existing customers. Direct marketing may be used to make repeat sales to existing customers. Direct marketing may also be used to make new sales to potential customers.
Direct marketing may be placed in many different media:
Marketing research is gathering information about customers and potential customers so a business can understand them better and serve them more effectively. For example, marketing research may determine what customers want and how they can be persuaded to buy the company’s products or services. Marketing research may also be used to find out what competitors are doing.
The two main types of marketing research are quantitative research and qualitative research. Quantitative research uses numerical data, such as figures and statistics. Qualitative research uses non-numerical data, such as comments, opinions, and observations.
Quantitative research is based on numerical data. Therefore, it usually involves many observations and measurements and statistical techniques such as sampling, weighting, and extrapolation.
Qualitative research is based on non-numerical data. It usually involves small numbers of observations and non-statistical techniques such as in-depth interviews, focus groups, and ethnographic studies.
Marketing implementation is the process of putting a marketing plan into action. Marketing implementation includes setting objectives, deciding on strategies, deciding on tactics, and implementing the plan.
Marketing budgeting is deciding how much of a company’s marketing resources to allocate to each marketing activity and allocating these resources in a timely way.
Identify B2B Sales Potential Customers Early.
Identifying potential B2B sales customers early is the key to success. Most B2B companies are businesses of some kind and usually seek someone to provide them with a service or product. There’s always that one customer that will make a big difference in your sales volume. If you can identify that customer early on, you can better strategize how to reach out to your market.
Identify who your competition is.
There are two things you must do if you want to compete in the B2B market. First, you have to know who your competitors are. Second, you must find a way to stand out from the crowd.
If a bunch of companies provides the same service or product, it’s easy for customers to pick the cheapest option. You have to prove that you are worth choosing over them. How can you do this? It’s simple: come up with a value-added solution.
Know how to communicate.
You have to be able to communicate with your potential customer effectively. It’s best to talk to them in their language and a tone that they can understand. If you want to get the customer’s attention, you must be able to make them feel understood. The more they feel like they can relate to you, the easier it will be for you to sell them.
Know your customer’s industry better than they do.
No matter how much experience you have in business or B2B sales, you’ll always need a little help from your customers. You must know what services and products are needed in the market, what trends are happening, and what people are looking for. You have to know the ins and outs of your customer’s industry, so you can give them what they need in the best way possible.
After reading this article, I hope you better understand how B2B sales and marketing works and how you can improve it for your startup. Feel free to take ideas from this article and test them out in your own business. If you’d like to learn more about the world of B2B marketing, I encourage you to look at some of the resources below; they’ll walk you through some of the most common strategies used by B2B companies.