Looking to get involved in your own business-to-business (B2B) business? It’s a unique step away from the usual business-to-consumer (B2C) businesses that people don’t often consider when starting a business of their own. There’s an entire industry full of opportunities to develop professional relationships with the business community, either within your own local area or to industry giants that conduct business across the globe.
Now that e-commerce and technology have made the world more interconnected than ever before, the world is your oyster when it comes to running a B2B business. But don’t let that get to your head, as there’s plenty of important points you need to consider before propelling your B2B business to success. Here are some of the key points to remember as you grow your B2B business:
Maintain The Mindset of Consulting NOT Selling
What’s the difference between someone who sells and someone who consults? The idea of a salesperson is synonymous with telling a buyer what they need in order for that salesperson to make a profit, while the idea of the consultant is that helping hand to get businesses to obtain goals and solve problems based on understanding and expertise. The consultant educates, and the consultant provides thought leadership in topics like marketing. The consultant helps the client decide what is the best option in a collaborative and healthy way.
Some professionals think that a salesperson and a consultant only exist in particular industries, but the truth is anyone can consult. Anyone can help make the client succeed.
Understand Who Your Customers Are
Now you know that your mindset is to be a consultant, but who are you to consult? Who are your customers? If you need to spend more than ten seconds to think of who your customers are, it’s time to pay close attention. Not knowing who your customers are is a costly thing, and it will ultimately be a waste of your time and effort if you do not have a target market. Picture your ideal market. Picture your ideal customer. Think of all the challenges and what help they need in solving their problems.
This is where developing an effective Marketing Persona is an essential foundation to any marketing strategy you implement in the future. When you know your customer, they know who to count on in providing what they need for their business to thrive.
Face-to-Face Interactions Are Key
Technology continues evolving the way we communicate in the professional world, but does this mean business of the future will only be conducted through emails and video calls? Face-to-face interactions are absolutely essential when building up your B2B business. Nothing is more powerful than the ability to shake a person’s hand and get those in-person interactions that help build real rapport.
This beats out any competitor trying to close a sale over the phone or by email. The most personalized message one can give to their prospective clients is the face-to-face interaction to remind them that you are human and so are they. And this does not simply have to be a meeting in a closed room to merely discuss business. Having a chat over coffee or even a glass of wine can grow and maintain a personal relationship with your clients that your competitors simply cannot out-perform. Remember that this does not mean abandoning technology completely, but rather that you can use it to support/facilitate meetups between clients and like-minded entrepreneurs.
Attend A B2B Trade Show
Now that you have the consultant mindset, the knowledge of your customers, and the desire for face-to-face interactions, what’s left to do? One of the easiest ways to implement all three of these keys to B2B success is attending a B2B trade show. Yes, there are events that are created just to bring business professionals together under one roof! There are plenty out there designed to bring you, customers, and new business connections together to help make your business thrive.
Do a bit of research and find which B2B trade show is right for you, but if you’re looking to get a bit of good marketing implemented (and all B2B businesses can grow through better marketing technology and strategies) then check out an event like The B2B Marketing Expo. This event is free to attend and offers business professionals access to hundreds of seminars delivered by the likes of Google, Nike, Microsoft, IBM, and more. Hundreds of exhibitors are lined up at this event looking to be a potential supplier or agency to help businesses succeed in their marketing engagements, and there are even networking areas designed to get people talking and develop lasting professional relationships. Think of the possibilities your B2B business can achieve by seeing how it’s done by some of the best in the industry.
Whether your B2B business is thriving or looking to grow, considering these key points can work wonders in transforming your ability to make a B2B business that truly fulfills the needs of your clients as well as give a fresh outlook in how you conduct business.