You have the perfect B2B product that you’re sure will meet the needs of your industry…but how to sell it?
Making that leap from one to the other can be a tough challenge. Businesses are much more risk-averse than individual consumers, which means you’ll need to work harder to bridge that gap and make the sale.
Don’t worry, it’s not impossible. Here’s how to sell a B2B product the right way.
Research the Market
Before you can even begin to sell your product, you need to have a clear understanding of the market that you are selling to. This means understanding the key players in the market, the size of the market, and the needs of businesses in the industry. Only then will you be able to put together a sales pitch that is tailored to the needs of businesses within that market.
Your idea may look good in a vacuum, but if your B2B product isn’t right for the market, then even the best pitch won’t push it.
Know Your Buyer
When selling a B2B product, you often need to tailor your approach. This means understanding the business of your customer, including what they need in a product. Only by understanding the buyer can you hope to make a compelling case for your product.
To this end, it is important to research the buyer and their business and discover what problems they need to solve. Think of this as the raw material you’ll use to build your pitch. The more work you put in here, the more successful your pitch is likely to be.
Hammer Your USPs
When you have a good understanding of the buyer and their business, you need to make a compelling case for why they should purchase your product. This means highlighting the features of your product that will meet the needs of the buyer and their business.
This is also your chance to set your product apart from the pack. What are its unique features? How do they relate to what the buyer needs? Most important of all, you need to convince the buyer that opting for your product above others is the low-risk approach.
Assess Your Performance
After you have made your sales pitch, it is important to assess your performance. This means getting feedback from the buyer on what they thought of your product and your sales pitch. This feedback can be used to improve your B2B product sales technique and make more compelling pitches in the future.
In theory, this makes every transaction into grist for your future success. By looking at what worked and what didn’t, you can gradually hone your sales skills until you are a master of the art. For instance, you might identify a need to scale up your operations with a b2b sales app or identify areas where customers find your brand confusing.
How to Sell a B2B Product the Right Way
These steps on how to sell a B2B product will set you on the right path to success. By taking the time to understand the market, the buyer, and your product, you can put together a sales pitch that is sure to win over even the most sceptical of buyers. Better still, you can use everything you learn along the way to make each pitch better than the last.
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