The public’s perspective is now changing as the COVID-19 pandemic spreads around the world, and this transition is being driven by government initiatives that call for the end of lockdown.
While the pandemic’s economic toll hasn’t yet been completely felt, businesses are already looking for ways to adjust so they can strengthen their position during the recovery. Businesses are reopening and regaining their confidence, ready to spend and invest once more.
How does that affect you? Your current B2B company development tactics might not be sufficient to meet the demands of the COVID-19 environment. To overcome these new challenges and grow your business, you must adapt.Examine how these three recommendations can help you raise your hit percentage.
Revisit your sales strategies
Let them know that things are returning to normal, because they want to hear from you. Waiting for them to contact you at this time is not the best course of action. You must continue to be as competitive as you can, given the current unpredictability. Work on your lead generation, and when you’re ready to clinch the transaction, use the knowledge you’ve gained through your sales approach.
Remember to integrate your inbound (Social Media, PPC, SEO, content, and lead nurturing) and outbound (calling, email marketing, LinkedIn, networking, and direct mail) campaigns.Which of these tactics are you developing or modifying?
Reach out to your clients
Reassure them that things are returning to normal. They need to talk to you. Now is not the time to take a seat, unwind, and watch for them. You must continue to be as competitive as you can given the current unpredictability. Work on your lead generation, and when you’re ready to clinch the transaction, use the knowledge you’ve gained through your sales approach.
Don’t forget to combine your outbound (calling, email marketing, LinkedIn, networking, and direct mail) and inbound (Social Media, PPC, SEO, content, and lead nurturing) campaigns.Which of these tactics are you developing or modifying?
Scale word-of-mouth
Ask for an introduction rather than a reference, which can frequently feel awkward. As a result, the client’s need to recommend you is less important and the focus is instead placed on just connecting two people. Create a list of possible organisations to contact with your team, and then look to your own networks for introductions. Consider how you may support and assist your network as well. The better you treat them, the more likely it is that in the future they will introduce you on their own.
None of us can afford to take it easy after COVID and wait to see what happens in the months to come (or years). It’s time to review your sales tactics, approach new customers, and expand your network.
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