5 Keys To Stay Connected With Your B2B Clients
What
is the digital marketing?
There are many challenges or problems that this pandemic poses for people and companies. Among them we find that of how to maintain our relational level without the customer experience suffering. This implies the ability to understand, define and act. Our face mask buyers in italy client and PERSON Company needs us, needs our help and our focus at this moment. Are we those who promised to be "in health and in sickness"? Good time to prove it. I tell you where I would start.
Keys to stay connected with your customers
Here
are the main keys to stay connected with your customers:
1. Checking my focus∂
If
before "coffee for everyone" was worth it, not anymore. We have
to define priorities by looking for clients or segments where
we can be more relevant than others. So there, understand perfectly what
happens. This does not happen only for the product, nor for our sales
network. Rather, it happens to understand better than ever, what are the
problems of that key client for me. From here understand what and
how I can do to help you. This is a very cultural, people, empathy and
attitude aspect. It is not generated overnight, therefore prioritizing to
address where I can be really useful is essential. Let's segment by
needs and not by products, let's listen and build from there.
2. Customizing Experiences
The
second key to staying connected with your customers is
personalization. Yes, “personalizing ", we are talking about
people ... the key to B2B. The companies are people and
decisions are made by people with their emotions and perceptions. Their
level of perception with you is not going to happen just because at the time of
purchase your product arrives on time or because it is the cheapest, there are
many more factors that have to do with the emotions and moments of each
specific person. Here we are not only talking about the purchasing manager
or the CEO. Let's take a good look at all the points of contact
of those relevant people with us and let's see what they tell us and what we
can do better. Remember, the sum of all those points in all those people
at all times (communication, value-added services, content, etc.) well done,
they can with any price and product. The culture of customer
experience can help us a lot.
EXECUTIVE MASTER IN
MARKETING, SALES AND DIGITAL STRATEGY MANAGEMENT
3. Integrating the digital
Our client has changed his habits and already decides how he
wants to connect with us, we do NOT decide. You don't want to host our sales colleagues
until you've almost made your decision. Making his life easier and helping
him with his problems is infinitely easier if we do it the way he feels most
comfortable and this happens, also (not only), for digital. It is not
worth ignoring it. Apart from digital, it will help us to attract
new customers and to have information that, well treated, will help us make
better decisions.
4. Building Trust
Building
trust in a world of people like B2B doesn't go through brand promise. But
yes because of the reputation generated and the ability we have to transmit it,
especially before that potential customer interacts with our sales force. Let's
analyze these pre-sales phases very well, let's know what content generates
trust at all times (technical, advocacy, corporate, etc.), what channels are
used and let's look for the correct format to disseminate them. Let's help
with content and services that "make life easier" in making
decisions in this situation of so much uncertainty and above all let's
not fail in what we have promised.
5. Connecting Marketing and Sales
Marketing is advertising and fairs and sales that do demos and go to eat with the
customer. This is over, both are one and that one only has one boss: the
client. Marketing has to begin to "blend in" with the
customer to capture them (Inbound) and improve their
experience (CX). Sales has to help Marketing to generate the
relevant tools and content. Both if they do not feel and have the same
objectives, it is impossible for a client to perceive them as value.
Let's forget about serving the customer and think more than ever
about helping them. Helping
him is empathizing and building trust (today more than ever). Prioritizing
with focus, knowing that we cannot be relevant and effective with
everyone. Understanding their problems and from there approach them with
experiences not only with products. Using the digital ecosystem to make
your life easier and more agile, especially now. Sharing trust to help
those who are looking for lasting relationships and above all breaking silos
and going all together…. to be much more than a provider in these
difficult times.
If you want to learn more about Marketing
strategies, we encourage you to train with the Executive Master in
Marketing Management, Sales and Digital Strategy where you will learn to
attract, analyze, convert and retain your customers from the hand of the best
professionals. We will wait for you!
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