How Do You Motivate Your B-to-B Prospects?

We live in a 10 second sound bite world where everything needs to be done NOW.

If we take that attitude, especially in sales, new customers are going to be hard to come by. People buy from those they know, like and trust. That’s not an overnight thing in most cases. Patience truly is a virtue when it comes to selling.

It’s usually a process, and depending on what you’re buying, it may have more stages and take longer. No matter if it’s face-to-face or online, there’s a process most of us go through when purchasing something, whether it’s at work or home.

Most companies have identified the stages customers need to go through before making a purchase. Our challenge is finding out up front where they are in that process and then start moving them through the steps at their pace, not ours.

The key is being able to help them through the process without scaring them off. Here are a few suggestions on what might help:

  1. Make it about them and their issues (customer centric).
  2. Take baby steps in asking them questions to get them to the development stage in the process.
  3. Get info back to them that relates to the particular request with a possible solution and ask them another question to continue to engage them.
  4. The more tailored the information, the better chances are of having them buy from you when the time is right.

Those are some of the things we try to do to woo new customers. What are you doing?

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