You must utilize effective, up-to-date sales and marketing techniques to reach your company’s target audience and pitch your products or services as a specialty contractor. Some B2B sales methods are perennial and compelling year after year, while others are not. The old sales Third Party methods may no longer function, necessitating new ones.
- Account-Based Marketing
Account-based sales are at the top of our list of B2B sales trends for 2018. This, like account-based marketing, focuses on specific accounts rather than individual connections. It’s useless in B2C sales because there aren’t any accounts. Customers in the specialty contractor market, on the other hand, frequently work for another company or business, and you can target these accounts to enhance your conversion rate.
- Sales over the internet
For more than a decade, B2B enterprises have sold products and services through their websites. However, this has recently become a more common B2B sales channel. According to a BigCommerce survey, just around a quarter of all B2B businesses accept orders by fax machine. Instead, a website is the most frequent sales channel for B2B enterprises, with 80% of them using it to market their products or services.
Livestreaming is a well-known B2B sales technique that will only grow in popularity in the following years. Vimeo says viewers spend 800% more time watching live stream videos than pre-recorded videos. You may take advantage of this by live streaming relevant material to your business’s audience.
There are various platforms for live streaming video, ranging from YouTube to Facebook and Vimeo. Consider what form of video content your company’s target audience would like watching while using them. Perhaps they’d like to see product demonstrations or a live exhibit. In any case, you should Livestream video material relevant to your audience’s interests.
With the General Data Protection Regulation (GDPR) being in effect, B2B businesses must think about acquiring personal information from their target audience. More details on the GDPR can be found here. Essentially, it compels all enterprises, even specialty contractors, to take particular procedures to protect the privacy and data of their customers. Companies that gather personal information from people in the European Union (EU) must now obtain their permission, among other things. You can no longer presume that a prospect consents to your company collecting their data. Before collecting personal information, you must now obtain permission under the GDPR.
- Segmentation of the audience
In 2018, audience segmentation will continue to be a hot sales approach. This entails segmenting similar prospects into multiple groups that you can subsequently target with high-quality, custom-tailored sales messaging. It frequently generates a higher conversion rate and more sales than traditional techniques since targeting a specific audience — the segment — with a specific sales message. Only half of all B2B organizations, according to Smart Insights, adopt this strategy in their sales efforts. As a specialist contractor, if you fall within this category, you need to incorporate audience segmentation in your marketing and sales strategy immediately.