Is your competition conservative? Využijte toho!
"Finding customers is now downright punishing for us. We are still training new malls, the whole thing is terribly expensive and the results are not worth anything.'
During business negotiations, we encounter similar longings quite often. Unfortunately, in many cases the subsequent conversation goes along these lines:
- “It’s true that doing business effectively is not easy. Have you considered outsourcing?’
- “No it does not. That would certainly be even more expensive.”
- “Perhaps with us you would have it about 50 percent cheaper compared to an in-house solution. We can offer you a two-month ‘pilot’ for the price you pay for one merchant per month.”
- “I see. But anyway… I just don’t believe in these modern conveniences.”
- “At the same time, your company is distinctly innovative.”
- “Yes, but business is business, we don’t want to bring any new things there.”
Why change something that (doesn’t) work?
We used the word “unfortunately”, but it could actually be a “good thing” for your business.
Let us allow ourselves a small paraphrase of the famous statement made by Napoleon Bonaparte: “When a competitor makes a mistake, there is no need to disturb him.”
If other companies in your segment stick to expensive, inefficient solutions, this can be a huge competitive advantage for you.
In what specifically?
Don’t shoot blindly, go after the best opportunities
The inefficiency of some sales teams in B2B has a simple cause: Salespeople are not reaching the right people in the right companies.
And it’s often not their fault. The problem is usually in low-quality, out-of-date databases , which may be relatively cheap, but in the end they become very expensive.
In many cases, the following situations occur:
- Traders don’t have up-to-date data, so they don’t even manage to contact some companies.
- Marketers approach companies where the potential for cooperation is minimal.
- Marketers approach the right companies, but the wrong people, so they are then “blow off” by, say, a secretary with zero decision-making authority.
All this costs time, nerves and, of course, a lot of money.
Quality does not mean expensive. On the contrary
With a high-quality company database , such as the one from Intedat, you are not at risk of anything like that. With the help of artificial intelligence algorithms, data analysts will prepare a tailored selection of companies (either in the Czech Republic or abroad) that most accurately match your ideal client profile .
Of course with current data and contacts to competent managers who make key decisions.
You are therefore sure that your traders are using their capacity where it really makes sense.
Don’t want to build a sales team? You don’t have to!
The second reason why business in some companies does not follow the ideas of the management is also quite simple: Human labor is expensive.
Paying a quality trader costs at least tens of thousands more every month. And we’re only talking about labor costs (which are, of course, continuously increasing).
Office, equipment, benefits, vacation, sick leave or recruitment and training costs must be added.
Training, that’s a chapter unto itself. It sometimes takes several months for a new trader to learn and start making money for the company. And nowhere is it written that after those few months he won’t leave “for something better” or find out that this isn’t the job for him.
The solution is called “outsourcing”
If you outsource the acquisition of new customers, you don’t have to deal with any of this. No tenders, no training, no pressure to raise wages.
For example, at Intedat, we are happy to address selected companies by your name and in their language and introduce them to your product or service.
We will then pass on contacts to only those companies that have shown interest in your solution.
A conservative approach needs to be respected… and used
The approach “this is how we’ve always done it and we won’t change it” is, of course, completely legitimate. The management of each company can decide not to try new ways.
On the other hand, even in such a traditional field as business, progress cannot be stopped.
Top data, artificial intelligence and sophisticated applications present an opportunity. And their correct use means an extraordinary competitive advantage.
So if your competition is conservative, don’t disrupt it.
Take advantage of it.
Get ahead of the competition today
With Intedat you can reliably find new customers in the Czech Republic and around the world . During a non-binding meeting, we will be happy to explain how our solution works.
