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 whatsapp number canada contacts and gain new business: exhibitions, conferences, business breakfasts.
Internet forums according to your profile, communities on social networks.
Job sites and bulletin boards. In 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.
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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.
Negotiations and conclusion of the deal
There is a persistent opinion that sales are associated with aggressive advertising and persistently imposing your terms on the partner during interaction. This is not true. Those who know how to conclude profitable deals care about the well-being of clients and strive to help, treating them fairly. To do this, you must always imagine yourself in the partner's place.
Don't consider a refusal as something irreparable. Sometimes a simple human factor comes into play, and breakdowns occur not because of a lack of interest in the service, but due to external circumstances. For example, when talking to a potential client, it may turn out that he has been so busy with urgent matters in the morning that he hasn't even had breakfast, and he has no time for your offer. You can try to resume the conversation in 2-3 days at a different time.
When you are told that they will consider the offer, it means that the interlocutor did not find it valuable. Perhaps the client is afraid to part with the previous contractor, despite the average quality of his services, not knowing whether the new ones will be better.
But if you have been given time, you can conclude that they need this product/service, they just can't decide - for example, some detail is confusing. It's worth asking what in the offer is causing dissatisfaction.
Most likely, you are being compared with competitors who provide the same services. For example, their price is lower. Here you need to go back to the first step and provide information about additional services included in your offer, which are provided within the same payment. You can draw a parallel with products. Natural butter is more expensive than margarine, because it is made from cream without adding vegetable fats. And your service is more expensive, because it is of higher quality.
It is quite expected that the client will seek a discount. We all know that sales are always based on a certain amount of bargaining, and prices are often inflated. This works at all levels - from selling used items on Avito to real estate transactions. But a discount should not be provided just like that, this makes the service less valuable. Concessions should be mutual, and the deal should be beneficial for both parties. You can offer a discount in exchange for a long-term contract or a wholesale purchase.