WHY YOU COULD BE MISSING 50% OF B2B BUYERS
In this interview produced by Sweet Fish Media, a podcast agency for B2B brands, our Managing Director Jenny Stanley speaks about the risks of missing half your business B2B buyers and explains how to avoid making these mistakes. Thanks to her expertise in B2B marketing and sales, she delivers advice about 3 ways of taking advantage of nowadays digital possibilities, from cold calling to customer revenue growth.
Here are a few of the interesting points that were made during this podcat.
How should businesses keep up with new technologies and be open minded to use these new technologies?
Mindset - The one size fits all way of thinking no longer works.
The digital age has led us to many changes, including that the conversation has to be tailored to the clients. We need tailored options, curated content presented to the client from which they choose what works best for them. We can't just give them everything we offer and expect them to comb through all of it.
Have all digital blocks - Some B2B companies still come to us and don't have a good website or aren't present on social media because they don't think they need to be. At the end of the day whether you're speaking to someone who is a buyer or not, they are on social media. So why wouldn't you want to be where they are? More traditional players still believe in cold calls. In fact, cold calls can still work, but it all depends on how you approach it. People are now expecting personalized information, so ensure that your calls will be a tailored conversation for that potential client. Actually, we can even go a step beyong personlaziation and say we are offering humanization.
Many believe that digital approaches are more relevant for B2C and come more naturally for this business model. This may be true, however, B2C being the firsts in the digital space is an advantage for B2B! Indeed, the investment that was poured all these years for B2C means that the costs eventually go down when B2B gets in on the action and there is already so much knowledge and information out there to learn from.
Check out the posdcast for more insights! https://sweetfishmedia.com/missing-50-percent-b2b-buyers-jenny-stanley