Download a free selection of tools for calculating KPIs and increasing marketing metrics
Posted: Mon Jan 20, 2025 5:26 am
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153326
Find clients
Once the market analysis has been completed, it is time to start looking for future clients. Sources that can help:
The so-called word of mouth. By telling your circle of friends about your activities (for example, personnel outsourcing), you can easily attract your first clients.
Events where you can make useful contacts and gain new business: exhibitions, conferences, business breakfasts.
Internet forums on your profile, communities on social networks.
Job sites and bulletin boards. In vk database addition to contacts, they can be used to draw conclusions about the personnel activity of companies.
Printed publications and local websites.
Web resources on tenders.
Don't forget about the Pareto principle, which operates in the B2B market and states that 80% of your income comes from 20% of your clients . This means that a few large counterparties are more profitable than many small ones. But dependence on one or two large partners can also be dangerous; you need to have backup options.
Study the client's business
When analyzing the market, we realize our advantages in the fight against competitors, and by studying the business of potential buyers, you can understand their problems and corresponding needs. Companies in the same field do not necessarily have similar problems. And with the help of the same product, you can solve different problems that arise during cooperation. For example, for a small warehouse, it is important to reduce labor costs. And the owner of a large fleet of vehicles may experience difficulties due to uneven logistics, as a result of which employees regularly do not have time to cope with unloading trucks, and this leads to losses due to spoilage of goods.
You provide movers to both companies, but the service solves different problems. This applies to any business. And for all clients, the offers will be different.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Go to the decision maker
When making B2B sales, it is necessary to determine who in the company is the decision maker for the transaction. The owner or CEO is not necessarily the decision maker, as they often do not delve into contractual transactions.
It is easier to reach the decision-maker when meeting the top manager in person. When communicating with a line employee, clarify which department he/she will contact to approve your proposal. This will reduce time costs. When talking to the secretary on the phone, it is worth asking to whom the commercial proposal should be sent.
Making a profitable deal in B2B
If you can't get in touch with the decision maker, there are workarounds. Use social media or counterparty verification services to find the name of the person responsible for the area of activity you're interested in. Tell the secretary that you met this person at an event, but didn't write down their contact information. There's a good chance you'll get a phone number or email address.
Social networks can help in another way – a person’s interests and hobbies are often listed there. Using this knowledge and mentioning football, gardening or another hobby of the interlocutor in conversation, you can win his favor.
153326
Find clients
Once the market analysis has been completed, it is time to start looking for future clients. Sources that can help:
The so-called word of mouth. By telling your circle of friends about your activities (for example, personnel outsourcing), you can easily attract your first clients.
Events where you can make useful contacts and gain new business: exhibitions, conferences, business breakfasts.
Internet forums on your profile, communities on social networks.
Job sites and bulletin boards. In vk database addition to contacts, they can be used to draw conclusions about the personnel activity of companies.
Printed publications and local websites.
Web resources on tenders.
Don't forget about the Pareto principle, which operates in the B2B market and states that 80% of your income comes from 20% of your clients . This means that a few large counterparties are more profitable than many small ones. But dependence on one or two large partners can also be dangerous; you need to have backup options.
Study the client's business
When analyzing the market, we realize our advantages in the fight against competitors, and by studying the business of potential buyers, you can understand their problems and corresponding needs. Companies in the same field do not necessarily have similar problems. And with the help of the same product, you can solve different problems that arise during cooperation. For example, for a small warehouse, it is important to reduce labor costs. And the owner of a large fleet of vehicles may experience difficulties due to uneven logistics, as a result of which employees regularly do not have time to cope with unloading trucks, and this leads to losses due to spoilage of goods.
You provide movers to both companies, but the service solves different problems. This applies to any business. And for all clients, the offers will be different.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Go to the decision maker
When making B2B sales, it is necessary to determine who in the company is the decision maker for the transaction. The owner or CEO is not necessarily the decision maker, as they often do not delve into contractual transactions.
It is easier to reach the decision-maker when meeting the top manager in person. When communicating with a line employee, clarify which department he/she will contact to approve your proposal. This will reduce time costs. When talking to the secretary on the phone, it is worth asking to whom the commercial proposal should be sent.
Making a profitable deal in B2B
If you can't get in touch with the decision maker, there are workarounds. Use social media or counterparty verification services to find the name of the person responsible for the area of activity you're interested in. Tell the secretary that you met this person at an event, but didn't write down their contact information. There's a good chance you'll get a phone number or email address.
Social networks can help in another way – a person’s interests and hobbies are often listed there. Using this knowledge and mentioning football, gardening or another hobby of the interlocutor in conversation, you can win his favor.