- The first impression is key
You will never have a second chance to make a good first impression and it is often the decisive factor for B2B Lead Generation projects. Therefore, from the earliest starting point, focus on fulfilling the client’s desires and don’t focus just on presenting an offer. If your start is weak, the end will be the same. Take advantage of the first meeting so that your consumers are convinced – through a good deal – that you are their best option and, of course, that they are also important to you. Otherwise, later you will have to work hard to change a bad first impression.
This translates exactly into marketing where-by your material must have something about it which provides a wow factor and draws the attention from the prospect. Otherwise, you may have missed the opportunity to start the process of developing them into new business.
- Draw a plan to win customers
Planning the actions you will perform will give you great advantages to offer a service of excellence. Create a general plan before dealing with new customers and a special one for your main accounts. Profile each of your prospects based on general data and specific needs you observe. The purpose is to develop specific actions aimed at filling these gaps. Remember that the plan is only a starting point that must be adapted according to the case, because each client is different.
Documenting every action you implement is crucial to adjusting in the long-term. State what you are doing, why you are doing it, what you expect to happen and how long the impact is expected to take effect. It is then something you can look back on and analyse. Further to this, tracking the results will give you the insights to make better decisions for the next campaign.
- Listen first and anticipate
Once you’ve charted a plan, the second step is called “anticipate.” How to do it? It allows the client to explain in detail what they want. When it is your turn to speak, use all the information you got to present the characteristics of your product or service as the exact solution to the demands made.
- PICK AN IDEAL place for your business
The location is a fundamental point for customers to enjoy going to your business with pleasure and without complications. Take into account the communication routes to get to your place and the type of area, that is, that is not too conflict, dangerous or difficult to access. Also consider it a priority to have your own parking or make an alliance with a nearby one and offer a special rate for your buyers. It would be useless if the design of your store is spectacular and you have the best products at competitive prices if you cannot get people to come to you without major obstacles.
If you are an online business, or do a majority of your trade through a website, it is about understanding inbound opportunities and maximizing the potential to be seen and found. You domain and brand can be very important for this in terms of optimization and search terms. Creating a strong domain authority will take time but eventually give your website the power to sell more. It is something which you need to take a different perspective with for online and offline businesses. It will depend on your nature and audience.
- Put yourself in your client’s shoes
A very serious mistake/error is to think that customer service is a standardized activity and that the same tactics will work to meet everyone’s expectations. The people are unique and special. Put yourself in the shoes of the other party and ask yourself the following question: how would I like to be treated: right or wrong? Then it offers a deal, at least, good! Better yet, excellent. Start with a general plan of attention and, as the case may be, design specific strategies to create a “different” experience for each client.
- How to start ON the right foot?
The secret is to ask the right questions at the beginning and end of the conversation you have with a client. Thank you for the time you have given and then ask: “Just out of curiosity, why did you accept this appointment?” Most will tell you about their experiences with different products and companies. You just concentrate on listening. This fact will show that, on the one hand, you have an interest, while you will obtain valuable information and the communication channel will be open for when it is your opportunity to present your proposals.