A salesperson’s success depends on how well they know their customer. This includes both private information, which can be found through research, and general information, which is typical of the modern B2B customer profile.
We have separated some of the most common characteristics of the current B2B buyer, and how to plan accordingly:
1 – Patient, as buyer
The sales cycle is getting shorter and shorter. That’s why it’s jamaica email list 329174 contact leads important to reach out to prospects early and start nurturing them in the best way possible. Use tools like automated emails to nurture leads, following the buying process through all stages. If you can stay relevant throughout the buyer’s journey, you’ll get more sales, even if it takes longer.
2 – Prone to doing your own research
In the digital age, there is a ton of content available. With so much information and opinions circulating on the internet, especially on social media, today’s buyer becomes informed much faster. So it’s no surprise that buyers are conducting their own research, independent of sellers.
To take advantage of this, it’s important to be honest and marketing analysis results show that transparent from the start. Instead of discouraging or ignoring your prospect’s research, show that you care and are willing to follow up by asking what they were looking for and if there’s anything you can clarify.
3 – Increasingly skeptical
Because they have more information than ever before, prospects are becoming increasingly suspicious of the role of salespeople and their intentions. According to Gartner , by 2020, customers will manage 85% of their relationships with companies without the intermediary or interaction with another person.
To overcome this tendency, you need to take steps to build a calling list relationship of trust. Instead of focusing solely on your sale, focus on helping your customers by finding out their needs and how you can help solve them. Offer information and position yourself as an expert, willing to teach and help. This will make closing the sale much more likely.
4 – Hungry for content
As the buying process has lengthened and information has become more available, consumers have become hungry for information to help them make decisions. Buyers will look for this content before and after they engage with salespeople, so it’s important to produce relevant content for each stage of the sales cycle.