Sales is the lifeblood of any business. However, ensuring success demands more than just the traditional sales approach–especially if you cater to B2B clients. Today’s B2B buyers are discerning and value-driven, and they have a lot of options at their fingertips. In this guide, we’ll cover key B2B sales techniques to help you appeal to clients, close more deals, and grow your bottom line!
Without further ado, let’s get straight into it!
7 Effective B2B Sales Techniques To Win More Sales
B2B sales techniques are strategies used to convert potential clients into paying customers. These cover a wide range of tactics, employed as buyers move along the purchase journey. The goal is to maximize every opportunity to nurture your leads and drive sales for your business. In this section, we’ll walk you through proven tactics to help you do just that!
1. Develop a strong online presence
Why is developing a strong online presence part of effective B2B sales techniques? The answer is simple: Modern B2B buyers are increasingly turning online to discover and transact with potential suppliers. Check out these compelling statistics:
- 72% of modern B2B buyers start their purchase journey online
- 90% of B2B buyers consider online channels as their primary method to identify new suppliers
- 83% of B2B buyers prefer ordering or paying through digital commerce
In order to stay competitive, it’s crucial to build a strong online presence. This will enhance your visibility and instill confidence in potential buyers. More often than not, your website is the first point of contact for potential buyers. Thus, ensure that it is user-friendly and optimized for the B2B shopping experience.
WooCommerce wholesalers can leverage tools like Wholesale Suite to create a tailored website experience for B2B buyers. With this powerful tool, you can implement user-friendly registration forms to capture B2B leads, provide bulk ordering forms to make wholesale purchases a breeze, manage B2B pricing, and more.
Additionally, it’s important to optimize your website for search engines to maximize its visibility. Investing in content marketing and implementing SEO best practices can help enhance your website’s ranking and attract organic traffic. By regularly publishing high-quality content, you can establish credibility in your industry and drive qualified leads to your website.
2. Create a lead-nurturing plan
Driving and capturing leads is just the beginning–you’ll want to create a plan to encourage them to move through the sales funnel, without being overly selly and pushy. According to industry insights, only 27% of B2B leads are sales-ready upon lead generation. However, doesn’t mean those who aren’t ready to buy will never buy. Creating a lead nurturing plan ensures you won’t miss out on any opportunities.
First things first, make sure to have solid lead capture strategies and tools to capture potential buyers. For example, you can leverage plugins like Wholesale Lead Capture to create user-friendly B2B registration forms on your WooCommerce store. With this plugin, you can automate approval processes and send welcome emails to keep customers engaged right away.
The key to creating an effective lead-nurturing plan is establishing trust and ensuring you remain top-of-mind. Consider:
- Segmenting your leads: Group your leads based on relevant criteria, such as industry type, commitment level, purchase intent, or engagement level. This will help you tailor your communication and messaging to each segment, increasing the likelihood of converting them into customers.
- Providing valuable content: Send out informative content like blog posts, case studies, or whitepapers based on their stage in the buying process. By addressing their pain points and questions through content, you foster trust and enhance your credibility.
- Leverage automation: Also consider investing in marketing automation tools to automate your lead nurturing process. With these tools, you can set up automated email workflows and deliver personalized messaging based on lead behavior.
3. Make self-service options available
Empowering your customers by making self-service options available is one of the most simple yet powerful B2B sales techniques in modern e-commerce. According to industry insights, 75% of B2B buyers now prefer a rep-free sales experience. By allowing your customers to place orders, manage their accounts, and find information on their own, you enhance their overall purchase experience.
Here are some ways you can implement this strategy:
- Provide B2B bulk ordering options: B2B customers don’t purchase like regular consumers–they need efficient ordering processes that save them time. Leveraging tools like Wholesale Order Form on your e-commerce website allows you to provide intuitive bulk ordering forms to give your B2B customers a seamless ordering experience.
- Offer self-help resources: Make sure to have a dedicated library for FAQs, tutorials, or simple troubleshooting guides. Empowering your customers to find answers to common questions reduces the load for your support team and improves customer satisfaction.
- Leverage technology: Tools like chatbots and artificial intelligence allow you to provide real-time support to B2B customers. You can use these tools to answer queries, provide product recommendations, or guide them through the purchase journey.
4. Leverage account-based marketing
Another aspect of effective B2B sales techniques is implementing Account-Based Marketing (ABM). This is a focused approach where you tailor your marketing efforts for key, high-value accounts. By personalizing your campaigns and offers to resonate with individual B2B accounts, you can encourage higher engagement and conversion rates.
Firstly, you’ll have to identify your key B2B buyers. Use the data you have to identify B2B buyers that have a high revenue potential, and are a good fit for your products and services. Then, craft personalized campaigns that are tailored to their specific needs, highlighting how your solutions can provide value to their business.
You can leverage tools like Wholesale Suite to several aspects of your marketing and pricing strategy to engage your B2B buyers. For example, you can create exclusive pricing tiers for key B2B clients to incentivize larger purchase orders.
5. Engage existing B2B clients
A common missed opportunity among business owners is solely focusing on new sales, and neglecting existing clients. However, by implementing B2B sales techniques to your existing clientele, you not only foster loyalty but also encourage repeat business and unlock new revenue streams.
One key way is through upselling and cross-selling. By assessing your existing clients’ purchase history and unique needs, you can identify complementary products that can further enhance their business.
While not directly related to sales, actively seeking feedback is another important strategy. Your current customers can offer insights that can help you identify areas for improvement and enhance the overall customer experience.
6. Empower your B2B clients with flexible payment terms
Providing diverse payment options and terms removes initial barriers to purchase. This makes offering flexible payment terms one of the most effective B2B sales techniques.
To cater to the needs of your business clients, consider offering a wider range of payment terms and financing options. Typical examples in the B2B world include NET 30/60/90 terms and payment installments. Additionally, ensure that your business accepts a wide range of payment methods. Accommodating options like credit cards, debit cards, and bank transfers can make it easier for customers to complete their purchases.
Plugins like Wholesale Payments make implementing this strategy a breeze for WooCommerce wholesalers. This tool allows you to offer customized payment terms and streamline invoice management right within your e-commerce store.
7. Follow up!
This last tip is simple, yet crucial. According to industry insights, 60% of customers say no an average of four times before saying yes, yet 48% of salespeople don’t make a single follow-up attempt. This is a huge missed opportunity!
To ensure no leads fall through the cracks, set up automated follow-up systems. Consider creating targeted email campaigns to guide prospects through the sales funnel and keep your brand top-of-mind.
You can further enhance the effectiveness of your email marketing by segmenting your email list. Group customers based on relevant factors, including demographic information, purchase history, or engagement level. Then, send out tailored content and offers that encourage them to take the next steps.
Persistence is key when it comes to implementing these B2B sales techniques. Getting the results you want might take time, but working for the success of your business is always a worthy endeavor.
Conclusion
To succeed in B2B sales, you’ll want to deliver value at every touch point in the customer journey. Fortunately, it’s not as complicated as you might think. In this article, we walked you through simple yet effective B2B sales techniques that can help you engage and convert potential buyers. The key is empowering your clients and making their purchase journey as seamless as possible.
To summarize, let’s take a quick look at these strategies below:
- Develop a strong online presence
- Create a lead-nurturing plan
- Make self-service options available
- Leverage account-based marketing
- Engage existing B2B clients
- Empower B2B clients with flexible payment options
- Follow up
Tools like Wholesale Suite are indispensable in implementing these strategies. Tailored for WooCommerce wholesalers, this collection of plugins allows you to create a seamless B2B experience for your customers–allowing you to create user-friendly lead capture forms, manage wholesale pricing, provide bulk order forms, and offer flexible payment terms.
We hope this article helped you out! Which strategy are you most excited to try? Let us know in the comments section below.
