Adhering to the developing minds and practices of current and potential customers is usually a challenge for independent professionals working in the new economy. Writing a good client is not easy, what about preference for not spending money is all the rage. Solopreneurs can only flourish by stopping one step ahead of the customer, positioned to neutralize the temptation to hold a project internally or let it crash and die. Solopreneurs need strategies that include payable hours. Here are trends that B2B buyers are following now.
They are researching.
A new survey of employees who make B2B purchases for their organizations conducted by the global consulting company Accenture showed that 94 percemt of buyers your customers and prospects explore potential solutions for business needs in advance, to learn options and save time and money. When B2B suppliers you. Approach, the hopeful client has made the first assignment. He or she already has an idea of what you and your competitors can give and a ballpark of the cost.
Entrepreneur and marketing expert Danny Wong, co-founder of the online mens clothing company Blank Label, recommends that Solopreneurs acknowledge the elephant in space and simply asks your prospect of any research they may have done and what you may verify or clarify.
They are skeptical.
Unfortunately, some salesmen and insecure Solopreneurs have been known to distort what they sell. As a result, many B2B buyers prefer to buy online and bypass you and me. The procedure was recently confirmed by Forrester Research, in a survey that showed that almost 60 percemt of B2B buyers preferred to buy independently, without the help of a seller. Wong points out that you demonstrate skills and estimates of prospects goals and circumstances, give credibility and help you gain confidence, a significant process when you compete for assignments or sales. Buyers do not want to do business unless they trust you. Why are they going to?
No matter how desperate you are for payable hours, do not hurry the process. Take time to understand what the customer needs and how, or whether your products or services may be useful. Avoid being perceived as an aggressive seller and instead present yourself as a reliable advisor who wants to make the prospects look nice to his superior and other colleagues.
They have no hurry.
No, its not your imagination that making a sale takes longer than it used to. Another study showed that the length of the average B2B sales cycle has increased by 22 percemt over the last five years. While the outlook works worrying about the beads, Wong recommends that you do whatever you can to stay up in the head and try to prevent the project from falling into oblivion. Your main competitor is not one of your rivals, its the clients inertia. Send information that can support and accelerate decision making, but not overwhelming curate. Ask about a timeline and deadline for the project and suggest what may be a reasonable start time.
They trust the advice of anonymous peers.
So, why do you check out hotels and restaurants on Trip Advisor and look for an entrepreneur on the Angies List. Accenture reports that almost 25 percemt of B2B buyers make decisions based almost entirely on information retrieved from online social grade pages. If your skill set is one that would be found on the Angies List or a neighborhood blog, try to establish a presence on these sites and build credibility to help you get employed. LinkedIn and Facebook may be helpful when a trusted source has referred a potential customer to you and your profile is being investigated before you receive the call. Create a good profile on your chosen social media and make yourself feel knowledgeable and trustworthy.
They appreciate relevant marketing of content.
The longer buying cycle gives the benefit to those who produce long form content a newsletter or blog, case studies, white paper or podcasts. A FAQ page added to your website that describes how to do business with you can also be helpful. Unauthorized and instructive information is the core of content sales. Produce your own and place yourself as an expert qualified to get the job done.