Nowadays, the telecom market is extremely competitive, and you have to act fast and be smart to close lucrative and long-lasting deals.
In this article, we’ll take a look at how to prepare your B2B sales strategy, create the best pitch for the situation, and not lose possible clients in the process.
So, without further ado, let’s dive in!
B2B sales strategy is fundamentally different than selling do consumers, a wrong approach can impact the reputation of your business. To remain organized plan an approach for social platforms, calls, and emails.
Organized efforts are crucial for any business, regardless of the type. Once you are comfortable with your plan, you can begin reeling in the clients.
Know Your Product
In this day and age, no one needs the fundamentals repeated to them. Focus on what your specific service can offer. How many channels can you provide, and how many will be needed by the customer?
Perhaps you work with the very best Tier 1 network provider and can even offer extra security with their contract?
It’s a good idea to invest in outage detections or backups. B2B sales strategy often relies on mutual benefit between parties.
Going above and beyond to ensure your client’s comfort will increase your reliability and may become a selling point to a distrustful prospect. You have to understand not only what your service does, but also the value it provides to clients. So, do your research and find out what the client’s struggling with. Then ask yourself, ‘how can my service help with that?’
The most common and eternally valid reasoning is money. At its most basic, with SIP trunking, you can help your client save on the phone bill.
Offer Custom Solutions
Once you have laid out all your service can do for the client, do not be stumped if there might still be some resistance.
This is the time to mold your service into something that could benefit both parties — and we don’t mean just remaking your pitch.
As an example, let’s assume the client is new to SIP and doesn’t want a long-time commitment.
You should ensure that your network provider is flexible and will be able to offer the same flexibility to your client. Trying out a service on a short-term contract might help the possible prospect become a full-time client.
Another brilliant selling point of SIP is the fact that you can scale the service according to need and demand. Your service can sufficiently accommodate a starter entrepreneur or a well-established business, all without losing quality despite the number of calls the company makes.
Within telecom marketing, there’s an unwritten rule to rely on pain. No, not the pain of your staff – rather, whatever the client’s struggling with. Simply put, every business has its pitfalls or things they are not very happy about. If your service can ease that hurt, it’s a win for you!
Maybe the client has an old telephone line that is uncomfortable for the employees.
Or perhaps the service they have now doesn’t provide the quality and the business is suffering for it? If you can fix any of the problems, your service immediately becomes much more attractive to the client.
Much like with B2C, your client wants something just for them. With your service, you should aim to provide something that’ll instantly make the client consider.
When you have a firm grasp on how to customize your service offer to different clients, you’ll have to initiate the contact.
There are several ways to look up potential clients. One of the methods that withstood the test of time is cold calling. It may take many “no thank you’s” to get to a yes, but it can be effective.
You may also look for prospects using social media. LinkedIn is very suitable in this case, as it allows you to create a network of possible clientele. Reach out to them and introduce your service as a solution to their business.
Another thing of note is to utilize the technology to its fullest. If you have the bandwidth, create and release content related to your service. Catch the interest of a prospect. And then, you can begin a targeted content campaign. After the interest is piqued, you can contact them more directly and begin your pitch.
Emails are another way to go. And after the initial pitch, do not be afraid to send follow-ups – even more than one! Obviously, you don’t want to be considered spam.
Make sure that your follow-ups are not a waste of time either – additional notes should build on what the first email started. It can be a summary of the predicted savings that your service can bring to the client. Or maybe a graph of a possible increase in customer engagement.
Don’t be afraid to keep in touch with the client even when you close the deal. The truth is, professionals, migrate to different companies, and this can open doors for you in other places.
All Things Considered
To present your service in the best light, you have to show the client not what it can do, but how it can work for them.
The customized service will always be more valuable than a generic offering. SIP trunking was built for personalized performance, and your B2B Sales Strategy should reflect that.
Present your clients with solutions to their problems, offer alternatives to the service they already have, build your pitch on the quality and benefit you can bring to the table. The telecom market is full of competitors.
But if you can prove the value of your service, you might gain a lifelong customer.
If you found this article helpful and want more information, please feel free to contact us!