Business growth is only possible when you apply the safest and most effective sales strategies. It’s not enough to think of an idea right from the get-go. You have to make sure that the idea sees the light of day and works like it is supposed to. Otherwise, you would waste a great deal of time and resources “perfecting” your sales strategies with less than impressive success rates.
This is something that B2B companies need to look into when dealing with prospects that are just too adamant. Sales teams need to become more cognizant of the factors that influence purchases. More importantly, they need to expend more energy into formulating action plans that will surely strike a chord with local markets.
For B2B enterprises in Asia, lead generation is mostly driven by multichannel approaches. Social media combined with traditional outreach methods are the menu of the day. And B2B marketers should see to it that they are able to communicate well with Asian demographics that include CEOs and CFOs using these same methods.
Asian markets, after all, have different tastes when it comes right down to transacting and discussing business. One thing’s for sure, Asian prospects are more concentrated on looking at the value of a certain solution. Whether it’s a software service or a piece of hardware, decision-makers are focused on getting their money’s worth by taking note of the impact it has on the bottom line.
Selling in Asia is not that difficult once you know how to play your cards right within the market. But let’s say you want your business to have a more global dimension. What would be the best way to go about it?
In terms of selling, of course, you will need to figure out the best possible ways to influence just about anyone into making a purchase. At this point, we should be giving you some of the most effective methods to tap into non-Asian markets. But we thought it best to start by letting you know some common mistakes that B2B companies do to turn off just about anyone regardless of demographics.
Not putting the prospect first
A steadfast sales campaign adopts a more empathetic view of one’s prospects. Sure you need to win proposals right before the year ends, but you still have to understand that your prospects matter the most at the end of the day. When you have a German CEO that seeks POS systems for a chain of supermarkets, you need to craft your proposals by incorporating the concerns that matter the most to the decision-maker. Failure to do so only will only lead you to the next gaffe that B2B marketers need to avoid.
Communication is key to a more— Well, you know what, it’s really obvious how important communication is to sales. Can you even imagine what it would be like if there is no communication at all between corporate leaders and their audiences? But communicating is one thing; communicating well enough to make someone buy your product, is another. The latter, of course, is more complex since it involves a special kind of skill to pull off. But what if we tell you that you can still come up with hard-hitting sales pitches? All you have to do is to lend your ear and absorb as much information as you can to generate an appropriate response.
Not looking into the needs of the market
Right before you can even start implementing your sales program, it is best (and rightly safer) to conduct research into the markets that you are tapping beforehand. Different markets behave in unique ways based mostly on their cultural underpinnings. Japanese prospects, for instance, have their expectations set on continued efficiency. They are more interested in the system that runs the solution and not the solution in itself. On the other hand, most European countries prefer sales to be conducted using digital means. For American markets, the dynamics take on a more rigorous obstacle course. American audiences, after all, are grounded on technicalities. Not being able to take heed of this and other demographic considerations can actually turn off potential customers more than it can generate them.
What else is there that B2B companies need to avoid doing to get more leverage? Share it with us in the comments below.
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