Did you know that 70% of sales is completed when prospects are available for interaction with your sales team?
Before we buy, we do our research. This applies no matter if you're looking for the best car or IT equipment. As educated consumers, we want to ensure that we are shopping for the best product.
You have the ability to grab their attention and get them involved in the buying process. How will they decide to talk with you after a conversation?
Tell potential customers that you're up for any challenge
Identify the most common questions during the initial stages. These questions can be answered with top-of-the-funnel content. These details can be discussed in blog posts or presented as infographics, since they are crucial to business development strategies. These are just a few of many examples.
Thomas Anderson, a supplier reconciliation software system, created an infographic to emphasize the importance of accounting errors for businesses. The infographic can be used to motivate business owners to take immediate action to correct their financial data.
Lake View ERP supplier used their blogs as a way to answer common questions. These are three problems that the manufacturing industry faces. The clients will be able identify their needs and gain more knowledge.
Blogs and info graphics rank well in search engines because they can answer specific questions consumers are asking. They are easy to share and can be updated frequently (which Google loves). This is a great result that will bring qualified traffic to your site. B2B marketers are able to create niche-based blogs and websites for their clients.
What can you do to win the trust and attention of your customer?
The customer is empowered to make a decision.
After highlighting potential clients' problems, the next step is to help them make the right decision. At this point, most businesses stop referring to products or services. You might try a different angle when creating content. Consider your customers as if they were you. What are their problems? What information do they have about each stage of the buying process
This allows you create a self-selecting list. Potential customers can reach the top of the guide easily and select the in-house option. This means there's no need to waste time with unqualified leads. If they are in the same group, pre-qualification can be completed. This will prevent you from having unqualified leads. This is a win-win situation.
All risks and objections should be minimized
Clients may need to contact several corporations or make final decisions after choosing the route. These are easy to understand because you have done them before. BIS data centers are a great example of content that can be used to assist you in planning for this stage. To help customers plan and minimize the risk of moving data centres, they created a checklist.
Validate your expertise
Now you're at the final hurdle. You can now see the ink drying on your contract. Video case studies and peer endorsement are important. These videos are quick and provide clients with the validation they require to move forward.
Is it really so simple?
It would be simple. It is not easy to create content. It's not easy to create content and distribute it. It is important to have a strategy and plan for content creation and coordination. If you don't have the necessary skills to educate your customers, a b2b business is an excellent option.