You have probably heard the popular statistic that 70% of the buyer’s journey is complete before a buyer even reaches out to a company or sales rep.
And have read that 95% of B2B buyers research companies online before making purchases (that was in 2014 – my guess is that has only gone up!) And 53% of B2B buyers are using social media to make buying decisions. I think that 53% sounds low, too.
These statistics underscore just how much technology has empowered buyers to drive the buying process.
But there are still a number of ways that we, as salespeople, can stay out front and in charge of the buying process. Here is how to stay in the driver’s seat when it comes to sales.
Be first on the scene
Cold calling is still one of the BEST ways to get your product and services in front of a prospect FIRST.
If they are already doing their own research, you can be the first rep to contact them. If they are not yet ready, they will now be aware of your services, know YOU are the person to reach out to when they are and they will be in your database so you will continue to stay on their radar.
Yes, I know that cold calling is probably your least favorite task. And I need to remind you that if you are NOT making Cold Calls, you ARE leaving money on the table!
Give us a call – we can do your Cold Calling for you. Call me at 908.879.1322 to set up a time to learn more.
And reach out again
Have a plan in place to re-connect with prospects on a regular basis. Whether it is in 4 weeks or 3 months depends on your business cycle, but this allows you to be there, and top of mind, when they ARE ready.
According to a buyer insights study, 91% of prospects don’t mind engaging with a sales rep in the early stages of their buying journey, including 34% of new buyers who are particularly interested in engaging with a sales person early on. Make sure that sales rep is YOU and not your competition!
60% of B2B buyers actually WANT to contact a sales rep. Be sure that your website and social profiles are easily found during searches and that they include all your contact info. Having an established and active social media presence will also help ensure that they find you, or better yet, that they are already familiar with you.
A recent study showed that 65% of salespeople who use social selling, have a full pipeline – be sure that you are one of them!
Listen and engage
During this entire process, really LISTEN to the information they are providing. Confirm if they are, in fact, a good fit. If they are, engage and build a relationship.
If not, ask for a referral and move on.
Not every prospect is going to be the right match. Being able to identify who is and who is not, is a skill that will save you much time, money and aggravation.
Yes, technology has empowered buyers to take control of the purchasing process, but that doesn’t mean that we, as salespeople need to take a back seat. Use these tips to stay in charge and to drive the buying process.