The idea is to understand:
- why clients work with you;
- what will happen if a competitor enters From transaction marketing the market with prices 2 times lower: will customers stay or leave;
- do you know all the decision makers, decision-makers (persons influencing decision making), and LDPR (persons actually making decisions) in the B2B companies you work with;
- what happens if your “contact” (decision maker) on the client’s side quits;
- what is your added value for decision makers and companies (especially relevant for highly competitive niches);
- Do you have a plan to build a “friendship” with the client?
And strengthen your positions where it is reasonable and possible.
Trend 7: From Intermediary From transaction marketing Marketing to Direct Marketing
If previously, when working on the B2B2C model, manufacturers finance directors email lists paid special attention to working with intermediaries, then this trend implies stimulating the interest of consumers.
After all, if a product/service is not in demand 25 proven ways to increase website traffic and generate leads among the buyer, then it will not be possible to motivate the distributor to make sales.
Accordingly, manufacturing companies have begun to make special efforts to increase the popularity of their products among end consumers in order to facilitate the sales process for their intermediaries, thereby achieving their business goals.
In this case, it is worth focusing on:
- end-user and user surveys: find out what they need and are interested in;
- analysis of the obtained data and optimization of product promotion, creation of demand among buyers;
- training dealers and integrators based on survey results;
- comprehensive interaction with intermediaries and exchange of received feedback to build a more sustainable sales system.
Trend 8: From Single-Channel Marketing to Multi-Channel Marketing
Using one communication channel with the client no longer makes sense, because there are communication channels:
before leaving a request. For example, email, instant messengers, blogs and social networks, allowing you to warm up the audience;
after leaving a request. For example, you vietnam data can send an email with an offer to hold a call and discuss the potential client’s tasks, as in the example below:
Image from the author’s archive
execution of contracts;
top management interactions.
However, it makes sense to communicate with a specific audience where it is most convenient and interesting for them.
