How To Win Big B2B Contracts
If you run a business, you’ll know that one of the best ways to make money is to win sizable B2B contracts. But how do you do that in practice?
That’s the topic of this post. We take a look at some of the techniques you can use to get large companies to subscribe to your services, enabling you to make more consistent income over time instead of having to grab customers here and there when you can.
Keep Your Digital Reputation Strong
One of the most powerful ways to win in B2B marketing is to keep your digital reputation strong. If you have a top position on the web, this will give you credibility, encouraging large companies to explore what you have to offer further.
Don’t underestimate the extent of consumer-style behavior by large firms. While you might imagine they have other techniques for seeking the services they require, that’s not always the case. Many major organizations simply don’t have the number of scope of connections you believe they have. And, what’s more, they are continually searching for new value-driving opportunities, enhancing the likelihood they will pay for your services even further.
Use Various Trust Signals
Another way you can attract larger organizational accounts is to use so-called trust signals on your website. These are little indicators that you are a competent outfit and likely to deliver a high-quality service.
Surprisingly, it’s the little things that count. For instance, hiring a professional copywriter to create all your website content is an excellent strategy. Skilled pros can polish your copy to the point where it sounds ultra-professional. You can also hire technically-minded people to optimize site speed and navigation and to include SSL encryption for pages requiring users to fill out forms. Including a copy of your privacy policy is also a good idea to convince firms you can protect their data.
Get High-Quality Testimonials
You should also focus on gaining high-quality testimonials from existing brands. These are powerful methods to prove to prospective clients that you have the skills and resources to deliver the goods.
Even more potent, ensure all testimonials are verifiable. Provide details about which companies left the reviews and who prospects can contact if they want to follow up to check for legitimacy.
Pitch Like An Expert
Finally, pitching your services like a pro and taking a professional approach is a good idea. That’s because corporate decision-makers are used to high-quality sales presentations that give them confidence they are dealing with a firm that can deliver.
Getting your pitching strategy right requires making the right offer and doing your research beforehand. Find out your prospective client’s pain points and discuss how you can solve them in the sales meeting. Try to overcome all the business’s objections and make it clear why your services are superior to your competitors (if you have any).
Don’t fall into the trap of simply doing a presentation. Instead, provide some “trial” or initial value upfront and then allow prospective businesses to come to you.
