Sales teams and marketing professionals are always looking for new ways to improve their businesses. In fact, there are many ways to increase your sales funnel, revenue and profits. However, some of these methods are becoming less effective because of the current pandemic.
In this article, I will discuss some of the most common B2B sales methods today and predict their importance across 2021.
The problem is that sales reps are struggling to find new ways to market their products and services during the COVID-19 crisis. And many companies are cutting back on advertising budgets and relying more heavily on word-of-mouth referrals.
But there are many ways to get your message across to your target audience. Here are three initial ideas to consider as part of your sales cycle:
1. Use social media to promote your business. You can use Facebook ads or Twitter campaigns to reach a wider audience than you could before the coronavirus outbreak.
2. Create content that is useful to people who might need it. For example, if you sell software, create videos showing how to install and configure your product. If you offer consulting services, write articles about topics related to your industry.
3. Offer free trials so that prospective clients try out your service by committing no money up front. This way, when they decide to buy from you, they’ll already know whether they want to continue working with you.
1. The number one thing that will change after the coronavirus has passed is the time spent using digital channels by consumers. People will spend much less time browsing websites and searching Google because they won’t feel safe doing so. Instead, they’ll rely on apps such as Zoom and Skype to communicate with friends and family members as they seek out relevant content. They may also prefer to watch video tutorials instead of reading text documents.
2. Social distancing measures will make it harder for small businesses to grow. Smaller firms often lack resources to hire additional employees, which means they must work longer hours themselves. As a result, they’re likely to cut down on employee training programs and other activities that help them develop skills.
3. Businesses that provide goods and services to hospitals and healthcare providers will see increased demand. Hospitals and medical centres will require supplies such as masks, gloves, hand sanitisers, disinfectants, and protective equipment. These items aren’t available at retail stores yet, but once they become widely available, we expect demand to soar.
4. Companies that specialize in providing technology solutions to law enforcement agencies will experience vigorous growth over the next few years. Law enforcement officials around the world are currently using mobile devices to conduct surveillance operations, track suspects, and collect evidence. We believe that the widespread adoption of smartphones and tablets among police officers will lead to greater reliance on cloud computing platforms.
5. Demand for home security systems will decline significantly following the coronavirus outbreak, especially since homeowners now face heightened concerns regarding safety. Homeowners will no longer feel comfortable leaving their homes unattended while they go shopping or run errands.
6. Online retailers will begin offering discounts to encourage shoppers to purchase essential household items. Many companies are following this trend by slashing prices on products such as toilet paper, cleaning wipes, and dish soap.
4. Use social media channels to promote your business to prospective customers. Post links to blog posts, images, and short videos that highlight your company’s strengths and capabilities. You can even use Facebook Live, which is a powerful tool used to stream live events directly to viewers’ news feeds.
5. Create content that educates customers about your brand. For example, if you sell kitchen appliances, create an educational post explaining how to properly clean ovens and refrigerators. If you offer technical support, share helpful tips on troubleshooting computer problems.
6. Add video testimonials as social proof. Videos allow potential customers to see firsthand how happy other users were after purchasing your products. It helps build trust with your audience via a digital presence.
7. Host virtual seminars. Virtual meetings enable attendees to connect virtually via webcams, phone calls, or videoconferencing software. These types of sessions are great because they save time and money compared to traditional face-to-face conferences and create valuable pieces of content.
8. Increase customer service efforts, especially as we increase our reliance on remote selling. During times of uncertainty, people want reassurance that a company cares enough to help them solve issues quickly. They also need answers to questions related to refunds, returns, and exchanges.
9. Provide online tutorials focused on current customers and qualified leads. Customers may not know exactly how to operate certain features on your website, so make it easy for them to learn more. Include step-by-step instructions along with screenshots showing where things should look.
10. Ask for feedback. Your customers might not realize that they’re providing valuable information to you. By asking them open-ended questions, you can find out which parts of your site work better than others.
In conclusion, remember that every day is important during the COVID-19 crisis. Keep up with all the latest updates so that you don’t miss out on any opportunities.