7 Tips to Win More B2B Clients with Export Management
If you are an export manager, you know how challenging it can be to win new business-to-business (B2B) clients in the global market. You have to deal with different cultures, languages, regulations, and expectations. You have to stand out from the competition and convince potential clients that you can deliver value and quality.
How can you overcome these challenges and grow your export business? Here are seven tips that can help you win more B2B clients with export management.
1. Know your target market.
Before you approach any potential client, you need to do your homework and research their market. What are their needs, pain points, goals, and preferences? What are the trends, opportunities, and threats in their industry? What are the cultural norms and business etiquette in their country? By knowing your target market, you can tailor your pitch and offer solutions that match their specific requirements.
2. Showcase your expertise.
One of the best ways to build trust and credibility with potential clients is to showcase your expertise in export management. You can do this by creating valuable content, such as blog posts, white papers, case studies, webinars, or podcasts, that demonstrate your knowledge and experience in the field. You can also share testimonials, reviews, or referrals from your existing or past clients that highlight your achievements and results.
3. Use social media.
Social media is a powerful tool for export managers to connect with potential clients and generate leads. You can use platforms like LinkedIn, Twitter, Facebook, or Instagram to share your content, showcase your portfolio, network with influencers, join relevant groups or communities, and engage with prospects. You can also use social media to monitor what your potential clients are saying about their needs, challenges, or interests, and use that information to start a conversation or offer value.
4. Leverage email marketing.
Email marketing is another effective way to reach out to potential clients and nurture them until they are ready to buy. You can use email marketing to send personalized messages that address their pain points, educate them about your services, offer incentives or discounts, or invite them to a consultation or a demo. You can also use email marketing to follow up with prospects who have shown interest in your content or website, and keep them engaged until they make a decision.
5. Provide free consultations or demos.
Sometimes, the best way to win a client is to show them what you can do for them. By offering free consultations or demos, you can showcase your skills and expertise in export management, and give them a taste of what it would be like to work with you. You can also use this opportunity to understand their needs and expectations better, and propose a customized solution that suits their budget and goals.
6. Focus on value proposition.
When pitching to potential clients, you need to focus on the value proposition of your export management services. What benefits can you offer them? How can you help them solve their problems or achieve their objectives? How are you different from your competitors? Why should they choose you over others? By highlighting the value proposition of your services, you can persuade potential clients that you are the best option for them.
7. Ask for referrals.
One of the easiest ways to win more B2B clients is to ask for referrals from your existing or past clients. Referrals are a powerful form of word-of-mouth marketing that can boost your reputation and credibility in the market. You can ask your satisfied clients to recommend you to their network of contacts who might need export management services. You can also offer incentives or rewards for referrals, such as discounts, freebies, or commissions.
These are some of the tips that can help you win more B2B clients with export management. By following these tips, you can increase your visibility, credibility, and trustworthiness in the global market, and grow your export business.
B2B Client Demand: A Global Perspective
The B2B market is constantly evolving and adapting to the changing needs and preferences of customers. One of the key trends that has emerged in recent years is the increasing demand for omnichannel sales, which means offering customers multiple ways to interact with suppliers, such as face-to-face, remote, and self-service channels. According to McKinsey, the more channels a sales organization deploys, the bigger the market share gains . Moreover, B2B customers are more willing than ever to switch suppliers if they don’t get the omnichannel experience they expect.
How does this trend affect the global demand for B2B clients? According to FinancesOnline, B2B digital sales in all channels grew by 10.9% in 2019, and 61% of B2B transactions start online . This indicates that B2B customers are increasingly looking for convenience, speed, and personalization when making purchasing decisions. However, this does not mean that traditional channels are obsolete. In fact, McKinsey found that B2B buyers still value face-to-face and remote interactions throughout the purchasing journey, especially for complex or high-value products. Therefore, B2B suppliers need to balance their online and offline capabilities to meet the diverse and dynamic needs of their customers.
To summarize, the global demand for B2B clients is influenced by the omnichannel trend, which requires B2B suppliers to offer multiple ways of engagement to their customers. By doing so, they can increase their customer satisfaction, loyalty, and market share.
References:
https://www.infosys.com/about/knowledge-institute/insights/Documents/future-customer-engagement.pdf
https://archive.org/details/ecommerceformula00plan/page/26
https://www.tandfonline.com/doi/abs/10.1080/00343409950081275
https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-new-b2b-growth-equation
https://financesonline.com/b2b-statistics/
https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/b2b-sales-omnichannel-everywhere-every-time
https://www.export.gov/article?id=How-to-Win-New-Business
https://www.trade.gov/knowledge-product/export-management-company-emc
https://www.business.com/articles/5-tips-for-winning-more-b2b-clients/
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