Can't seem to get anyone to return your call? Well, you could be calling your B2B sales leads at the wrong time. If you call a business when it's closed, it's doubtful anyone will answer. If you are targeting small businesses, it's common for a president or owner to be in the office early and stay late... So consider trying at 7am or 6pm. The bottom line is keep an open mind regarding when to reach out.
Target the Right Prospects
We've talked about this before on our blog, but it's worth mentioning again that you should focus your marketing efforts on highly qualified prospects who are most likely to buy your products or services. Marketing your business to a general audience isn't the best approach. You may generate some sales, but you'll probably spend a significant amount of time, money and resources. By targeting a narrow group of prospects, however, you can enhance your marketing efforts to boost sales with greater efficiency.
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Build a List
If you aren't using email, you are missing out on one of the easiest and most effective ways to generate more B2B sales. Email is faster, more convenient, and easier to measure than traditional “direct” mail. But in order to leverage the power of email, you'll need to collect the addresses of prospective customers. There are dozens of ways to build an email list, including the use of a newsletter, email signup forms on social media, and simply asking prospects for their address.
Using the same cookie-cutter sales approach to each and every prospect is a recipe for disaster – something that's particularly true when speaking about B2B sales. The good news is that you can avoid these headaches while achieving a stronger response by having one-on-one conversations with prospects. This shows prospects that you care about their needs, which should make them more comfortable buying your product or service.
Inbound marketing is another effective way to score more B2B sales. It refers to the process of publishing relevant content that encourages prospects to seek out more information about your business. Inbound marketing has become a hot topic among business owners and advertisers, as it's cost-effective and easy to perform.
Regardless of which platform you use to promote your business, make sure you are analyzing insights. All of the leading social media networks, for instance, have an insights/analytics section, revealing key data like visits, likes, retweets, mentions, etc. Using this information, you can refine your B2B marketing approach for more sales.