7 Tips for Effective B2B Selling in Export Management
B2B selling is the process of selling products or services to other businesses, rather than to individual consumers. B2B selling can be challenging, especially in the field of export management, where you have to deal with different cultures, regulations, and logistics. However, with the right strategies and skills, you can succeed in B2B selling and grow your export business. Here are seven tips to help you achieve effective B2B selling in export management.
1. Know your target market
Before you start selling, you need to research your potential customers and understand their needs, preferences, and pain points. You also need to identify the key decision-makers and influencers in their organizations and tailor your pitch accordingly. By knowing your target market, you can offer them solutions that match their goals and challenges.
2. Build trust and credibility
B2B selling is based on long-term relationships, not one-time transactions. Therefore, you need to establish trust and credibility with your prospects and customers. You can do this by demonstrating your expertise, providing value-added information, sharing testimonials and case studies, and following up regularly. You also need to be honest, transparent, and respectful in your communication.
3. Focus on benefits, not features
B2B buyers are not interested in the technical details of your products or services. They want to know how you can help them solve their problems, improve their performance, or achieve their objectives. Therefore, you need to focus on the benefits and outcomes of your offerings, not the features and specifications. You also need to quantify the value of your solutions and show how they can deliver a positive return on investment.
4. Adapt to different cultures
Export management involves selling to customers from different countries and cultures. This means that you need to be aware of the cultural differences and nuances that may affect your sales process. For example, you need to consider the language barriers, communication styles, negotiation tactics, business etiquette, and legal requirements of each market. You also need to respect the cultural values and norms of your prospects and customers and avoid any offensive or insensitive remarks.
5. Leverage technology
Technology can be a powerful tool for B2B selling in export management. You can use technology to streamline your sales operations, enhance your customer service, and increase your reach and visibility. For example, you can use a customer relationship management (CRM) system to manage your contacts, leads, and opportunities; an e-commerce platform to showcase your products or services online; a video conferencing software to conduct virtual meetings and presentations; and a social media platform to build your brand awareness and reputation.
6. Collaborate with partners
B2B selling in export management can be complex and demanding. You may not have all the resources or expertise to handle every aspect of the sales cycle. Therefore, you may need to collaborate with partners who can complement your strengths and fill in your gaps. For example, you may partner with a local distributor who can handle the logistics and distribution of your products; a marketing agency who can create and execute your promotional campaigns; or a consultant who can provide you with market insights and advice.
7. Seek feedback and improvement
B2B selling is a continuous learning process. You need to seek feedback from your prospects, customers, partners, and peers on how you can improve your sales performance and customer satisfaction. You also need to monitor your sales metrics and results and identify the areas where you can optimize your sales strategies and tactics. By seeking feedback and improvement, you can stay ahead of the competition and grow your export business.
How B2B Selling is Changing in the Digital Age
B2B selling is the process of selling products or services to other businesses. It is different from B2C selling, which targets individual consumers. B2B selling often involves more complex and longer sales cycles, multiple decision-makers, and higher-value transactions.
In recent years, B2B selling has undergone significant changes due to the rise of digital technologies and the changing expectations of buyers. Here are some of the key trends and statistics that illustrate how B2B selling is evolving in the digital age.
B2B Buyers are More Informed and Empowered
B2B buyers today have access to more information than ever before, thanks to the internet, social media, online reviews, and other sources. They can research products, compare prices, read testimonials, and watch demos without interacting with a salesperson. According to a study by Demand Gen, 60% of B2B buyers are only ready to talk to a salesperson once they’ve done their own research and are well into their buyer’s journey.
This means that B2B sellers need to provide relevant, informative, and engaging content at each stage of the buyer’s journey, from awareness to consideration to decision. According to another study by Demand Gen, 95% of buyers go with organizations that can provide such content. Moreover, 82% of customers engaged with at least five pieces of content from their provider before deciding to request their services.
B2B Ecommerce is Growing Rapidly
Another major trend in B2B selling is the growth of ecommerce. B2B ecommerce is the online sale of products or services between businesses. It can include direct sales from manufacturers or wholesalers to retailers or distributors, as well as indirect sales through online marketplaces or platforms.
According to Forrester Research, B2B ecommerce will drive $1.2 trillion in revenue by 2021. This represents a significant opportunity for B2B sellers who can leverage digital channels to reach new markets, increase efficiency, and improve customer satisfaction. According to a survey by BigCommerce, 71% of B2B businesses think that a simple-to-use website is one of their most valuable selling features. Furthermore, 83% of B2B businesses that are not selling online expect to do so within the next two years.
B2B Buyers are Mostly Millennials
A third trend in B2B selling is the generational shift in the buyer persona. Millennials, or those born between 1981 and 1996, are now the largest generation in the workforce and the most influential in B2B buying decisions. According to a study by Merit, 73% of B2B buying decisions are made by Millennials.
Millennials have different preferences and expectations than older generations when it comes to B2B buying. They are more likely to use digital technologies, such as mobile devices, social media, and online platforms, to research and purchase products or services. They are also more likely to value customer experience, personalization, transparency, and social responsibility from their providers.
These trends and statistics show that B2B selling is undergoing a transformation in the digital age. B2B sellers need to adapt to the changing needs and behaviors of their buyers by providing them with valuable content, convenient ecommerce options, and engaging customer experiences.
References:
https://www.infosys.com/about/knowledge-institute/insights/Documents/future-customer-engagement.pdf
https://en.wikipedia.org/wiki/Business-to-business#cite_ref-7
https://archive.org/details/ecommerceformula00plan/page/26
(https://www.demandgenreport.com/resources/research/2020-content-preferences-study)
(https://www.articulatemarketing.com/blog/stats-b2b-sales)
(https://go.forrester.com/blogs/us-b2b-ecommerce-will-hit-1-8-trillion-by-2023/)
(https://www.bigcommerce.com.au/blog/b2b-ecommerce-report/)
(https://www.meritdirect.com/wp-content/uploads/2018/03/Millennial-Buyer-Survey-Report.pdf)
https://www.trade.gov/b2b-sales-exporting
https://www.export.gov/article?id=How-to-Sell-to-Businesses
Sell on Rexcer.com
Reach millions of
B2B buyers globally
