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B2B Survival: Leads come and go, but business relationships endure

 

When the internet was just a toddler and people still depended on traditional media to acquire information, they were practically too easy to please. You could just present them with something educational that they haven’t heard before, and in no time they’d say “Wow, I learned so much from you,” and converting them to leads is just icing on the cake.

That hardly ever happens today, though.

Given the abundance of information available online, people are no longer wowed by trivia and know-it-all approaches to content. Their need has shifted to different things, such as customer experience, accessibility, and most importantly, building relationships.

This is more apparent in a Business-to-Business (B2B) setup where professionals hook up with people of their kind. If you’re running a company, you would want to work with people you like and trust, and that’s something you don’t just achieve by being a walking encyclopedia.

Relationship-focused marketing does not eradicate traditional marketing in any way – you could still pursue your usual tactics while being relational at the same time. It’s actually more of a philosophy that fuels the main core of how you execute your marketing practices. Shifting your focus away from making money and more into strengthening bonds can bear fruits that don’t go stale.

First, good relationships make your marketing operations easier by word-of-mouth publicity. Business people usually have no problem recommending you to their friends if you’ve really built a reliable reputation around your business name. It also makes expansion easier if you have plans to go outside your current territory.

Another benefit of building relationships is that it keeps your company afloat. Tenured business would attest that financial stability typically relies on “regulars”. Having a set of 5 companies who are always willing to work with you is better than dealing with 20 new transactions that won’t likely be extending their business.

Lastly, not only that building lasting relationships preserve the cash flow, but it also saves your company money. Experts estimate that it is 6 to 7 times more expensive to acquire new customers than to keep current ones. Businesses that consistently satisfy their clients need not to worry about high churn rates, and it even facilitates the entry of potential leads.

Commerce is a people-oriented field, and it should be no surprise that relationships are the bloodline that sustains it. It’s like love – nobody wants to be on “dating mode” forever; sooner or later you have to find the right commitment and settle down.

Secret To Better Sales Leads Generation? It Is All In Rapport

When dealing with other business decision-makers, one thing must always remain at the top. And that is building rapport.

The B2B industry, for the most part, involves a lot of linkages. But the most important thing is how you actually maintain professional relationships with your clients. There is a difference between treating business prospects as customers and treating them as friends you can have coffee with on a Sunday afternoon. As things go in B2B marketing, you might want to opt for the latter.

But aside from forming significant engagements, building rapport is also integral to generating qualified sales leads. When you start interacting with clients at a more benevolent level, you will start to feed  the sales pipeline with prospects with a high inclination to buy a product.

How do we do it exactly? Well, first:

Personalize.

Don’t settle for messages that sound too technical and well, robotic. Instead, go for newsletters and other digital campaigns that strike the right chords in your prospects. In terms of telemarketing, businesses respond effectively to talking points that have a natural flow instead of being read from a script.

Related: Who Says Telemarketing Can’t Drive Leads Further Down the Sales Funnel?

Advice.

Your prospects will find it helpful if you can consult them on the things they want to address. Whether it be tips for maximizing the use of a POS system or tidbits on how to make an enticing website, as long as they mean something for your clients and their bottom line, you may want to consider creating a blog and social media marketing campaign with an audience advocacy component.

Related: Want to Increase POS Software Sales? We Got you Covered Fam

Create.

More than text-based content, businesses nowadays respond better when they encounter visual messages. Infographics are still the best ways to gain prospects’ imaginations and communicate your ideas effectively. Here’s how to Fine-Tune Your Next Content for Visual Learners.

It is just a matter of knowing what type of content is most suitable to the type of industry you want to target. You can start by using Cat Memes or YouTube tutorial videos to stimulate interest in your brand.

Deliver.

We come to a point that the prospect knows you all too well and that a sale is just over the horizon. And this is where businesses often struggle the most. Think of it as a minefield. You have gone this far, but one step can be fatal. So, as much as possible, try to maintain interest and deliver what the prospect expects from you. If it all goes well, then you just gained a sale – and a new friend (Awwww).

 

Lead generation and appointment setting involves more than just the four aspects mentioned above. Want more juicy tips to maximize your marketing and gain quality leads? Read more from our blog and discover just how much you can do to put your revenue generation to fifth gear!

 

 

Let us help you generate leads, learn more about process!

Read our latest marketing news or Subscribe to our newsletter

Dial +1 888.810.7464 / 310.439.5814

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

The-Top-Sales-Enablement-Tools-for-2021

B2B Survival: Leads come and go, but business relationships endure

 

When the internet was just a toddler and people still depended on traditional media to acquire information, they were practically too easy to please. You could just present them with something educational that they haven’t heard before, and in no time they’d say “Wow, I learned so much from you,” and converting them to leads is just icing on the cake.

That hardly ever happens today, though.

Given the abundance of information available online, people are no longer wowed by trivia and know-it-all approaches to content. Their need has shifted to different things, such as customer experience, accessibility, and most importantly, building relationships.

This is more apparent in a Business-to-Business (B2B) setup where professionals hook up with people of their kind. If you’re running a company, you would want to work with people you like and trust, and that’s something you don’t just achieve by being a walking encyclopedia.

Relationship-focused marketing does not eradicate traditional marketing in any way – you could still pursue your usual tactics while being relational at the same time. It’s actually more of a philosophy that fuels the main core of how you execute your marketing practices. Shifting your focus away from making money and more into strengthening bonds can bear fruits that don’t go stale.

First, good relationships make your marketing operations easier by word-of-mouth publicity. Business people usually have no problem recommending you to their friends if you’ve really built a reliable reputation around your business name. It also makes expansion easier if you have plans to go outside your current territory.

Another benefit of building relationships is that it keeps your company afloat. Tenured business would attest that financial stability typically relies on “regulars”. Having a set of 5 companies who are always willing to work with you is better than dealing with 20 new transactions that won’t likely be extending their business.

Lastly, not only that building lasting relationships preserve the cash flow, but it also saves your company money. Experts estimate that it is 6 to 7 times more expensive to acquire new customers than to keep current ones. Businesses that consistently satisfy their clients need not to worry about high churn rates, and it even facilitates the entry of potential leads.

Commerce is a people-oriented field, and it should be no surprise that relationships are the bloodline that sustains it. It’s like love – nobody wants to be on “dating mode” forever; sooner or later you have to find the right commitment and settle down.

Secret To Better Sales Leads Generation? It Is All In Rapport

When dealing with other business decision-makers, one thing must always remain at the top. And that is building rapport.

The B2B industry, for the most part, involves a lot of linkages. But the most important thing is how you actually maintain professional relationships with your clients. There is a difference between treating business prospects as customers and treating them as friends you can have coffee with on a Sunday afternoon. As things go in B2B marketing, you might want to opt for the latter.

But aside from forming significant engagements, building rapport is also integral to generating qualified sales leads. When you start interacting with clients at a more benevolent level, you will start to feed  the sales pipeline with prospects with a high inclination to buy a product.

How do we do it exactly? Well, first:

Personalize.

Don’t settle for messages that sound too technical and well, robotic. Instead, go for newsletters and other digital campaigns that strike the right chords in your prospects. In terms of telemarketing, businesses respond effectively to talking points that have a natural flow instead of being read from a script.

Related: Who Says Telemarketing Can’t Drive Leads Further Down the Sales Funnel?

Advice.

Your prospects will find it helpful if you can consult them on the things they want to address. Whether it be tips for maximizing the use of a POS system or tidbits on how to make an enticing website, as long as they mean something for your clients and their bottom line, you may want to consider creating a blog and social media marketing campaign with an audience advocacy component.

Related: Want to Increase POS Software Sales? We Got you Covered Fam

Create.

More than text-based content, businesses nowadays respond better when they encounter visual messages. Infographics are still the best ways to gain prospects’ imaginations and communicate your ideas effectively. Here’s how to Fine-Tune Your Next Content for Visual Learners.

It is just a matter of knowing what type of content is most suitable to the type of industry you want to target. You can start by using Cat Memes or YouTube tutorial videos to stimulate interest in your brand.

Deliver.

We come to a point that the prospect knows you all too well and that a sale is just over the horizon. And this is where businesses often struggle the most. Think of it as a minefield. You have gone this far, but one step can be fatal. So, as much as possible, try to maintain interest and deliver what the prospect expects from you. If it all goes well, then you just gained a sale – and a new friend (Awwww).

 

Lead generation and appointment setting involves more than just the four aspects mentioned above. Want more juicy tips to maximize your marketing and gain quality leads? Read more from our blog and discover just how much you can do to put your revenue generation to fifth gear!

 

 

Let us help you generate leads, learn more about process!

Read our latest marketing news or Subscribe to our newsletter

Dial +1 888.810.7464 / 310.439.5814

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

The-Top-Sales-Enablement-Tools-for-2021