Communication has changed fundamentally in the last ten years and prefers a digital approach. For B2B entrepreneurs, a modern sales strategy likely includes social media posting, placement in online magazines or newspapers, and digital ads. But that’s not the only way to reach your customers. You can rely on these three traditional B2B sales tactics to help you reach new and existing customers. You just need to know how to properly implement them.
Create thoughtful direct messages on social platforms
Chances are, you and most of your prospects are receiving tons of messages, emails, and social notifications every day. When it comes to B2B sales, you need to know the line between meaningful reach and spam. Direct contact via platforms like LinkedIn can provide an easy point of contact and generate relevant leads for your company.
One of the best reasons to use LinkedIn to get in touch is so that the prospect (or even prospect) can instantly see who you are, what your company is doing, and your digital track record. This gives your message credibility and offers more engagement than an email from an unknown sender.
If you use LinkedIn for direct contact, make sure to personalize your messages. Send notes to just a few people; Don’t send spam to an excessive number of potential customers. Make a list of people you want to get in touch with. Think about whether or not they are active on the platform (do they post regularly?) And see if there are any insights into products they might be looking for.
Always add relevant information and resources to your message like your website, your personal contact information, and the best way to reach you.
Include the 3 Cs of cold calling
Cold calling causes discomfort to many B2B sales reps, especially at a time when most of our communications are written (email, SMS, messaging). Garrett Boorojian, Managing Partner at WaveCapital Partners, has been using cold calling to reach customers for years. He breaks down a successful cold call into three elements with the ultimate goal of building trust with the prospect.
- Comparability: Make sure you are relatable by pointing out common points of interest between you and the prospect.
- Comfort: The conversation should be easy, and you can make sure it happens by maintaining a tone that balances professionalism and friendliness at the same time.
- Credibility: Provide expertise and make sure your prospect understands why you qualify for this pitch or what makes your company unique.
Invest in your email marketing strategy
We live in an age of email congestion, but did you know it is still the most important digital activity for internet users? We can complain about our overcrowded inboxes all day, but one thing is certain: emails are nowhere.
Most email marketing campaigns aren’t effectively targeted; Because of this, we get an inbox overload and lower open rates. Your virtual address book is one of the most important assets in the digital world and your focus should be on building the best possible email list. Sharpen your focus and spend time developing an email marketing strategy that capitalizes on your company’s strengths. The content you send out should add value to the lives of your subscribers and should be written with their specific needs in mind.
You can create surveys, quizzes, or sign up forms to make sure your email list includes the people who are most likely to open and read your newsletter. Remember, having a dedicated following is better than having a huge following. Assess your email open rate and work with experts to see how you can increase it.
Don’t reinvent the wheel if you don’t have to. These B2B sales strategies caught on for a reason. Assess your company’s unique goals and focus on developing a sales strategy that incorporates traditional tactics but enhanced to meet modern needs.