If there’s one question I get asked the most, it’s “does your stuff work for B2B sales?” Of course I always answer “yes” but the truth is, I don’t write about it as much. I consider myself to be a B2B salesperson. I’m a businessman, selling to people who are in business. It’s not like I’m selling cookies to the general public.
Business to business sales can be complicated. Matter of fact, in my opinion, B2B sales are the toughest sales to close. Yet, it’s no secret that they can be highly lucrative. It’s not easy selling to successful business people. Smart folks aren’t easily sold. Who are we kidding, they aren’t even easily reached. Usually there are several levels of gatekeepers in front of the average, corporate, decision maker.
I’ve taken the time to put together three B2B sales prospecting tips for modern salespeople. By modern salespeople, I mean us. People who sell in modern times, who are looking for innovative ways to pitch prospects. Like most things that require innovation, these aren’t easy, but let’s be real, nothing about B2B sales is easy.
Selling Products Online: Selling on sites like Amazon, Craigslist and eBay is actually pretty easy. All you have to do is sign up, upload a picture and write a description of whatever it is you’re selling. You can use this to your advantage. For example, you can get copies of Good To Great for cheap when you buy in bulk. Then, you can take those books, and sell them cheap on Amazon and eBay. Inside of those books you can add a note or a business card. Better yet, add a link to a lead trap website.
Put yourself in your perfect customer’s shoes. What do they buy? Where do they go to buy it? Once you figure this out, the next thing to do is to find out how you can buy whatever it is in bulk. I’d even sell it cheaper than the rest, in order to make sure my product made it’s way to my prospect.
Video Greeting Cards: Video is the single most influential form of communication. We’ve been programed our entire lives that whomever is on TV/video in front of us, is an authority. It’s in our genetics. The number one fear in America is public speaking. This means most people fear being on video even more. When you’re on video it turns you into an instant authority.
You can go online and order video greeting cards. You order them in bulk, send your 5-minute pitch video to the manufacturer to upload on your cards, and mail them out to a list of your prospects. First off, they are so cool looking, the person they are addressed to, is sure to watch it. You can’t lose. Use technology like this to your advantage. This is the modern way of selling.
Ride Share Prospecting: We live in awesome times. You can push a button on your phone and a stranger shows up willing to give you a ride. Uber and Lyft have changed the way transportation works. You can use this to your advantage. If I needed leads, and money I’d sign up for Uber/Lyft and wait outside my main prospect’s office. Or at least the bar they frequent.
Most people use ride sharing to make a few dollars around their home. You can use it as a chance to pitch your B2B prospect while you treat them like gold. While you are waiting for your next ride share to take place, you can make calls, answer emails and all that from the comfort of your front seat. The video below this goes into more details. Take a few minutes to watch it.
If you’re in B2B sales, and you’re frustrated with cold calling, door knocking and all the usual BS, step outside of your comfort zone. Do what no one else is doing and you’ll have what no one else is having. Try this, or better yet, come up with something even cooler! Meanwhile, I’d like to invite you to join us in the BFA Entourage at www.breakfreeacademy.com/entourage