How to do business in B2B? 3. Budujte vztahy
Do you want to know how to avoid common mistakes in a B2B environment and effectively find new clients? Our five-part series will help you with this.
In previous parts, we discussed two principles:
- Know your customers.
- Personalize.
This time we are (unsurprisingly) faced with principle no. 3, which reads:
Build relationships
In the last post about personalization, we already mentioned that trust is key to successful sales in a B2B environment.
This is because corporate customers are less subject to emotions during the decision-making process and rarely buy impulsively. Compared to end customers, they tend to be more skeptical and cautious.
It is therefore good to invest in creating relationships and building trust. How?
For example, by offering your potential clients :
1. Quality content
Don’t just focus on promoting your products or services. Create quality, valuable content that benefits your target audience .
It can be a blog , newsletter , e-book , webinar , podcast or case study .
By creating valuable content, you build a reputation as an expert while strengthening relationships with readers or listeners.
And if there are representatives of your target group among them, it is more than likely that some of them will become your clients in the future.
2. Non-binding, free consultation
Show your potential clients that you are willing to spend time with them.
During a non-binding consultation, you can, among other things , learn more about their needs and goals and offer them a tailored solution.
Try to conduct the consultation in a professional, but at the same time friendly and accommodating spirit.
3. Part of your know-how
If you have any specific knowledge that your potential clients will appreciate, don’t be afraid to share it.
Of course, you won’t reveal all your trade secrets to them. But you can offer them a tip, trick, guide or “best practice” that will make their life easier .
In this way, you will gain their trust and respect and underline the value of your solution.
Do you want to find the right customers in the B2B segment?
Contact us and arrange a free consultation.
