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Increasing B2B sales presents unique challenges today, especially since prospects have so much information readily available at their fingertips. The key is to build trust with your potential customers before they even reach the decision-making process. And according to Finances Online, “more and more prospects today are researching about a product prior to contacting the vendor.” This means potential customers will form opinions about your products or services before a relationship is even established.

So how do you set your company apart from all the rest in such a busy information age? Here are three effective ways to build credibility, and turn lookers into buyers by the end of the year.

1.Warm up your Cold Calls

Cold calling is an effective, time-tested method for generating sales leads however learn how to warm them up, and your conversions will go through the roof. According to Robert Smith, there are a few tips you should follow when using it to create a strong connection with prospects.

Conduct research before calling, using sales intelligence tools and your own CRM. Nailing this step could see you seal more deals. Learn as much as possible about the company and their needs and you’ll increase your chances of making a sale.

Before calling, perfect your pitch. Record yourself saying it so you can listen back or get your team involved in some sales role playing. This enables you to hear yourself from a prospect’s perspective. Do you sound friendly and confident? How would you respond to the pitch if on the other end of the line? Listening to yourself will allow you to make any necessary adjustments before actually picking up the phone.

Make your intro count. You have about seven seconds to capture the attention of your prospect so do it in the first sentence. You can accomplish this by getting straight to the point, stating the reason for your call and how you can aid the company’s success.

2. Keep the Sales Process Simple

Reducing the number of steps for qualified lead conversion makes it easier to track and measure your sales success. As pointed out on Finances Online, using five or above is too many. “Most sales reps would rather take on a prospect brimming with promise, than track an open-ended opportunity.” Each additional step also increases the need to track more information, which can lead to a loss of interest in opportunities.

One way to decrease sales steps is to use CRM software. This enables you to identify opportunities, then qualify leads through customer interactions in many places at once including: your website, live chat, social media platforms and Email.

Through CRM software you can collect qualified lead information, automate data entry and manage your sales process from start to finish. When used correctly,CRMs can help you make better business decisions which lead to greater efficiency. Before choosing a CRM software, however, be sure it aligns with your sales process.Depending on the size of your business, you may not need all the features included in a robust option. The CRM should be able to accommodate your ordering process, analyse focused customer data and enable you to add features as you further strategise and grow.

3. Find a VBR to blow your prospects mind

You initial interactions with a new prospect are crucial as you don’t have a lot of time to impress them. Confidently connecting by highlighting your business acumen and strategic strengths will help you gain their trust, provide value and establish an ongoing relationship. But how? By presenting a VBR that demonstrates you can help their business reach their most important commercial goal. 

It’s an art and many salespeople don’t do it well, or mis-understand what a true VBR is. 

Identifying VBRs (valid business reasons) that make a prospect take your call is what separates good from great salespeople. For a list of the most effective business triggers that translate into VBRs, read this article. Or get in touch, as that’s exactly what our products do for the most successful B2B sales teams in Australia. 

Growing your business isn’t easy, but regularly adding to the tools in your arsenal will increase lead generation and foster a higher level of customer engagement. Follow the suggestions above, and see how many lookers you can convert to buyers in no time.

For more best practice articles & tips about outbound selling, inside sales and business intelligence, view our resources. 

Happy closing!

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