How to Sell by Business Marketing Strategies
Identify Your Target Market
- List the features and benefits of your product or service.
- Drill down to how each feature makes someone's life easier.
- Identify who would have that need.
Create A Buyer Persona
- Describe your target customer in detail.
- Consider demographics and psychographic features.
- Match the selling points of your product/service to these characteristics.
- Assemble all information into a buyer persona.
Do Your Research
- Gather information about your potential buyers.
- Use social media analytics to understand your audience.
- Utilize all-in-one platforms like Mailchimp for comprehensive data.
- Research business customers' financial goals and professional objectives.
Connect With The Buyer Personally
- Begin by bringing up something you've learned about the person.
- Listen carefully to their answers to understand their interests and needs.
- Build genuine connections through social media.
- Show that you care about their lives and can help solve their problems.
Ask Lots of Questions
- Engage in one-on-one conversations and ask open-ended questions.
- Explore needs, identify objections, and build understanding.
- Highlight opportunities for new sales.
- Run focus groups or surveys to gain insights from a larger audience.
Keep the Focus on the Customer
- Answer the question, "What's in it for me?" in all your sales messages.
- Build value by meeting the customer's needs before the sales conversation.
- Use content marketing to offer value and suggest helpful resources.
- Frame your sales pitch around how the product/service improves their lives.
Find Their Core Motivation
- Understand the unique motivations of each buyer.
- Identify the 7 basic wants: safety, adventure, social approval, better relationships, health and wellness, growth and learning, purpose and meaning.
Know Your Consumer Psychology
- Loss aversion bias: Highlight how your product or service helps prevent loss.
- Confirmation bias: Provide information that aligns with the buyer's existing beliefs.