If your customers are other businesses, you know the usual rules of marketing don’t always apply. Your business is only as successful as the long-term relationships you form with your partners. To target the right businesses with the right products and services at the right time, you need to make strategic use of all available technology.
Here are four ways to kick your sales into overdrive.
1. Improve your response time.
To form B2B partnerships, you must first establish contact with leads. An analysis of lead data reveals the strong correlation between response time and the likelihood of landing a buyer. When potential buyers fill out a contact form on your website, the chances of connecting with them drop significantly five minutes after they hit “submit.”
Thomas Dickey, an account manager for Capterra, emphasizes the importance of rapid response time: “When you get a lead, you should call within ten seconds of receiving it.” Not only will you demonstrate the efficiency of your sales team, but you’ll also ensure you’re the first vendor to reach out, beating your competitors to the punch.
Many leads languish due to incomplete contact information. Not all interested parties feel comfortable handing over details of their identities upfront, but that doesn’t mean they aren’t worth contacting. You’re likely to find the necessary information to contact them via a quick Google search.
2. Automate, automate, automate.
Responding to leads effectively requires effective time management. Your sales team can’t be everywhere at once, but automating as much communication as possible can prevent lost sales.
If you’ve ever left items in your Amazon cart, you’ve probably gotten an email reminding you to check out while supplies last. Avaus points out these automated notifications have additional B2B applications. For example, you might use them to remind buyers to update payment information and renew annual contracts to prevent service interruptions. If clients cancel their subscriptions, make sure the action triggers a request for feedback and an offer that might win back their business.