While many business-to-business (B2B) salespersons have shifted towards inbound marketing technique, conventional sales calls remains one of the safest and most effective ways to generate leads and sales. Whether you sell a B2B product or service (or both), you can reach prospects by calling them. Like all sales methods, however, not every prospect whom you reach will buy your product or service. But there are ways to increase your chances of success, including the tips listed below.
B2B sales calls is a numbers game. The more prospects whom you call, the more leads and sales you'll generate. Therefore, you should focus on performing a high volume of sales calls. Even if your sales calls have a low conversion rate, a high volume can offset this problem.
Remember, effective B2B sales calling doesn't revolve around a one-way conversation. When contacting prospects over the phone, encourage them to speak by asking questions. You can ask about the prospect's business, or you can ask about what specifically they are looking for. Not only does this boost engagement, but it also provides critical information that can be used to fine-tune your approach.
Selling to a B2B audience is tricky because you have to convince them that your product or service is worth the financial investment. Business owners and other professionals are often reluctant to spend money. So, if you want to convert a prospect into a paying customer, you need to convince him or her that your product or service or valuable. This is typically done by explaining how the purchase can benefit the prospect.
As explained by the marketing experts at HubSpot, you should keep your emotions in check when contacting B2B prospects over the phone. There's nothing wrong with adding a personal touch to your sales calls, but venturing too far off track can discourage prospects from taking action. So, keep your sales calls professionals while staying on topic to increase your chances of success.
Finally, be sure to track the results of your sales calls. If you don't know which call strategies are working and which ones aren't, how can you optimize your approach? Well, you can't -- and this is why it's important to track your results. Keep tabs on how many prospects you call, at what times you call them, the script you use, and how they respond.