A real opportunity for a fit is one where it is possible to make that potential client feel that we really understand their need and know how to solve it.
Once you have defined your value proposition, you need to get to work and focus on the content you share.
1. Help your client take the first step.
At first, the client needs to understand their problem and what the possible russia phone number example solutions are. Therefore, they look for relevant, non-commercial information that helps them resolve their concerns. In other words, they are in the discovery stage, which we call Top of the Funnel (TOFU).
Content takes center stage at this stage of the funnel as it helps raise awareness and educate customers about the problem they are facing .
And when a company decides to commit to helping customers solve their problems, to being their trusted advisors, it is establishing a relationship based on trust and that, in B2B, is everything.
2. Show that you know how to help him with his problem.
Once the customer is aware of their problem, they will start to consider possible solutions. In the Middle of the funnel (MOFU) stage, you need to show them that your company not only understands their problem, but also knows how to help them.
At this stage, it's important to share more specific content , such as success stories from their industry or invite them to a webinar that addresses their pain points. The goal is to demonstrate how your solution stands out from the competition and fits their specific needs.
3. Seek to understand their motivation
At the Bottom of the Funnel (BOFU) stage, where the customer already knows what their problem is and that your company can solve it, you have to convince them that your solution is the best option available and to do so you have to become a trusted advisor.
Comparisons with competitors, the methodologies and tools used, and customer testimonials are key here.
The moment of truth: the 1st meeting with a B2B Lead
Typically, the first sales meeting is a 30- to 45-minute session where the salesperson makes an initial pitch, then asks some qualifying questions and gives a demo of their product or tells about their service. In short, what they do is “present their product or solution.”
Usually, these meetings take place cordially until the time is up. Then the lead thanks the salesperson, tells him that he found the presentation “very interesting” and they agree to talk again sometime…
If we analyze that conversation, the salesperson probably did the talking 70 or 80% of the time. And this is a clear sign of the type of meetings that leads don't want to have or at least don't value.
What the lead really wants is to be listened to, to be asked and re-asked, to be helped with their situation and their problem, and to be advised in the best possible way to resolve it.
We can illustrate this with a clear example from the B2C world:
Let's say you need to buy some running shoes, and the saleswoman, instead of doing what all salespeople do, which is show you the shoes (present the product), starts asking the following questions:
“What are you going to use the shoes for? How often do you plan to wear them? Do you run on asphalt or grass? What brand do you usually wear? What type of stride do you have? Is it neutral, pronator or supinator?”
This salesperson is trying to understand the reason behind the need to buy , and this is exactly the same thing we should try to do in B2B sales: not present our product, but sell a solution.
Connecting with your B2B leads requires first understanding their needs and context, which means knowing your market segment in detail and developing a value proposition accordingly. Then, it is key to know how to communicate it according to the stage of the funnel in which each lead is in order to reach a first sales meeting. A meeting in which, above all, you have to listen and understand the potential client's need in order to then offer them the best product or solution that we know will solve that need.