Keith Fowler

B2B Strategies for a COVID-19 world

While the COVID-19 pandemic is on the rise around the world, the public’s mindset is now shifting, right along with the government policies that are mandating the end of lockdown.

At the same time, the economic damage of the pandemic is yet to be fully felt, yet businesses are already looking to adapt in order to leverage their position during recovery. Businesses are beginning to reopen and rediscover their confidence, ready to start spending and investing again.

What does that mean for you? Your existing B2B business development strategies may no longer be up to the challenge of the COVID-19 world. To overcome these new objections and strengthen your business, you’ll need to adapt. See how these three suggestions can help you improve your hit rate.

Revisit your sales strategies

They want to hear from you, so give them reassurance that things are getting back to normal. This is not the time to sit back, relax, and wait for them to get in touch with you. With the current uncertainty, you need to remain as competitive as possible. Work on your lead generation, and then utilise the insights developed from your sales strategy to close the deal.

Remember to blend your outbound (calling, email marketing, LinkedIn, networking and direct mail) with inbound (Social Media, PPC, SEO, content and lead nurturing) campaigns. Which of these strategies are you working on or adapting?

Reach out to your clients

Give them reassurance that things are getting back to normal. They want to hear from you. This is not the time to sit back, relax, and wait for them. With the current uncertainty, you need to remain as competitive as possible. Work on your lead generation, and then utilise the insights developed from your sales strategy to close the deal.

Remember to blend your outbound (calling, email marketing, LinkedIn, networking and direct mail) with inbound (Social Media, PPC, SEO, content and lead nurturing) campaigns. Which of these strategies are you working on or adapting?

Scale word-of-mouth

Rather than asking for referrals (which can often feel awkward) ask for an introduction. This puts more focus on simply connecting two people and less focus on the client having to vouch for you. Work with your team to brainstorm a list of potential companies to prospect, and then look to your individual networks for introductions. Think about how you can help and support your network too. The better you treat them the more likely they are to provide spontaneous introductions in the future.

In the post-COVID world, none of us can afford to rest on our laurels and wait to see what happens in the coming months (or years). It’s time to re-assess your sales strategies, reach out to new clients, and build your network.



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