When you are selling to a business, it is important to understand each particular business's buying patterns and become aware of the sales tactics that can work the best for them and use this information to tailor your marketing campaigns to their specific interests.
When forming you next email marketing strategy, here are a few common approaches that often work with business, that can help you close the deal.
- End of the year budget surplus- Pay attention to the fiscal year ending dates for you the businesses you sell to, and target a campaign around that time. Often, departments are given a set budget each year, and if they don't spend it, they run the risk of being allocated less the following year. So help them use that surplus in a way that benefits you and them.
- Make end of the quarter deals- For your larger customers, try offering them a deal when it is close to the end of your quarter. This boosts your sales numbers and give them the chance to save a little bit of money on the things that they need.
- Help them look good- Don't be afraid to value add your products and services if you are able. Come up with a way that you can save them money and make them look good to their boss. They are in charge of getting the best deal for their company, and by offering them that chance, you are making them look good while adding to your sales numbers.
- Add in training- It doesn't matter if you are selling hardware, software, cosmetics or printer ink, if you are able to throw in a training course, your odds on having the business take you up on it becomes even higher. Businesses love the chance to offer more training to their staff, and teaching everyone how to use your product makes it much more likely that they will become loyal users of the product and loyal users are loyal customers.
The main thing is to pay attention to what your customers needs are so that you can market to them in a way that will be seen as helpful rather than pushy. You will find that you closing rates will go through the roof.
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By Melissa Kennedy- Melissa is a 9 year blog veteran and a freelance writer, along with helping others find the job of their dreams, she enjoys computer geekery, raising a teenager, supporting her local library, writing about herself in the third person and working on her next novel.
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