5 B2B strategies to sell more in 2021
We are slowly but surely reaching the end of 2020, so it’s time to look back and look ahead! This year was not what anyone expected, but suffice to say it was a life changing year. Every aspect of our lives seems to be different, which means that customers will have a changed behavior too. How do you anticipate these changes as a sales representative?
Let’s look at some of the trends we can expect in 2021 for B2B Sales in 5 fitting strategies.
1. Invest in eCommerce
The Covid-restrictrions have given the trend towards eCommerce for B2B a huge boost this year. Remote sales have very abruptly become the norm. Stay on top of this trend: Invest in eCommerce, and make sure to offer self-service, as the customer will now want to stay in charge of his own customer journey.
Are you already providing eCommerce? Then now is the right time to check in: How do your customers experience the platform? What frustrates them? What is holding them back from clicking the “order” button? How are the integrations with other platforms working? You want to use the right tool in 2021, one that adds real value for both parties.
More and more, people have unique needs and therefore expect unique products and a nice buying process. Create the best buying experience by providing your customers with personal advice, and customized products.
Your only challenge then is to keep your order process user-friendly: if people need to go through a 200 pages product catalog to configure their product, it will get counterproductive.
Personalization is the key to success, it just needs the right tools.
3. Offer various touch points
This might sound contradictory to the importance of the self-service we mentioned earlier, but do not leave your customer completely alone on his journey. Be present, on social networks, on your website, and in person.
Provide a chatbox on your website, use Facebook Messenger or let your customers send you a direct message on Twitter. You should always be just one click away from them, eliminating all obstacles to contact you.
4. Automation tools
Time is becoming the most precious resource and it seems like automation is the only tool that will actively save that resource.
Invest in tools that shorten your selling process, making it quick and easy. Let your teams focus on more complex tasks that will genuinely help the customer, in contrast to repetitive work.
Even if you think your time is fully optimized, it may not be the case for all your customers, so don’t hesitate to look at ways to save their time as much as possible.
5. Seamless shopping experience
With the existing technologies today, buyers expect no hassle when ordering products from their manufacturer. Yet too often, the buying process is long and complex, driving customers away.
Set yourself apart by guaranteeing it will always be easy to buy from you and doing business with your company is a pleasure. Offer your customers a seamless shopping experience!
According to Gartner, 77% of B2B buyers state their latest purchase was very complex or difficult. In 2021, this can not be an obstacle anymore. By implementing new strategies, based on adapted tools like (but not only) a CPQ, you can prevent this from happening, and keep up with the ever-growing customers’ expectations.
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