Capitalize on need based tendencies of B2b consumer during a time when sales are slow.
The 2015 holiday was an increased sales contribution for the average B2C business, it typically means declining figures for B2B organizations. This is only natural, as decision makers took their time off, to go on vacation, or check out for other unknown reasons. However, despite a less active market, there are still ways to remain profitable and bolster your sales numbers during the first quarter of 2016. You just have to know some helpful tips, techniques, and secrets.
Factors Influencing B2B consumers
there are four key influencers(link is external) of B2B buyers. They are:
- B2B customers make buying decisions based on a compromise of business needs and personal needs.
- B2B customers very rarely make a purchase decision on their own.
- The B2B customer’s existing product knowledge dictates their buying behavior.
While this may not be a new revelation to you, it’s important to look at these factors in light of the holiday season. During the first quarter of the year, it’s common for one or more executive level employees to be out of the office for extended periods of time. Because B2B buyers rarely make purchase decisions without the support of multiple people, it can be challenging to close a deal. This may alter your approach.
You also have to consider the fact that businesses are preparing to get back into gear for Q1 2016. This either makes them more or less willing to make major purchases. They are trying to gain a feel for where their business stand in the new year and this is a chance for you to leverage this knowledge to your benefit.
However, did you know that B2B buyers also make occasional impulse purchases?
While the average B2B purchase is heavily researched over a period of time, there are ways to shakeup the sales process. From a personal point of view, B2B buyers are already conditioned to seeing great deals around the holidays. The internet has created a sales culture that expects incredible deals and offers during the decision making proces. However, they rarely expect to see these same deals in the mid year.
Can you find a way to offer exceptional deals during the January ? Very few B2B businesses run sales in December and January because they don’t believe the demand justifies the marketing costs. Using reverse logic, you can differentiate your products from the competition by targeting B2B customers.
Show Customers You Care
If you want to close sales on a positive note – and position yourself well for 2016 – consider sending promotions and special offers to top customers and promising prospects. This allows you to stay fresh on their minds and may even allow you to more close sales while most of your competitors are preparing to start selling.
Motivate Your Sales Reps
As January is usually slow, it’s natural for your sales reps to get a little bored. Most of their clients are still in the holidays or in the gearing phase and your reps may not be as ambitious as they were during the 2015 holidays .One way to keep them motivated and active is to offer incentives. Allow them to make their own January targets and reward them with these gifts as they accomplish certain goals.
The 2016 Q1 doesn’t have to be slow this year. While most B2B businesses tend to slow down, you should ramp up your efforts and start the year on a strong note. Use some of these tips and strategies to propel your efforts!