In this part of his series of articles, Sanjay Sauldie, top speaker and expert for strategic internet marketing in B2B, gives 7 recommendations that will make companies successful, especially in difficult economic times: The right strategy matters now in B2B.
Now is the right time to act. Yesterday's game of generating sales, whatever the cost, has been changed. Today it is important to save costs and still become more successful. A contradiction? No, with the right strategy you can achieve this without laying off a single person (you are not AOL).
Every business today needs to learn how to do more with less. Here are 7 ingenious B2B initiatives that companies can use to achieve their goal:
1. monitor the performance of your sales channels!
Unfortunately, companies today often only use traditional sales channels to enter the market. Try to utilise new channels, e.g. the Internet, more intensively and compare them with the traditional channels. Eliminate weak channels and activate the strong ones. A good saying about this: Some people ride a horse that is already dead!
2. increase the number of your regular customers!
The cost of acquiring new customers is enormous. Sales cycles have become longer and the internet makes it easier to compare different providers. The cost of offering more to a regular customer is much lower than acquiring a new customer. Simply take more care of your fan customers!
3. measure the value you generate for your customers
The economic crisis shows it again: Values are becoming increasingly important, especially ethical values. Ask yourself: How do you benefit your customers? What problems do you solve better than others? What value, what benefits do your customers appreciate? As you can see, the product doesn't play a role at first, nor does the price. Compare it with this: What do you think a man dying of thirst in the desert will value more? 100 kilos of pure gold or a bottle of water worth €2.