Landing clients can be one of the most resource-intensive parts of running a B2B company. It takes hours of hard work, marketing, engagement, and a healthy budget to attract and win them over. From there, keeping them on board with you is further work and effort that needs to be put in.
But, we thought we would take a look at how you can win over new clients for your B2B. We took a look at what some of the biggest companies are doing globally. We also unpacked some new, innovative ways that you can employ to draw clients into your business. So, let’s get started.
Put Together a Good Proposal and Quote
The first thing that you will want to do is have all of your information together about the company and its services. You will want to provide your clients with detailed breakdowns of your offerings, what your USP is, what they are gaining from you, and how you intend on serving them.
You will also need to be absolutely transparent about your costs and fees. It is well worth your while to have a breakdown and proposal in place when you kick off your business. As part of the proposal, include a quoting system in place.
E-quoting is one of the most accurate and amenable options for you to send to your clients. Now, you might be wondering what is e-quoting, and if so, it could be time for you to research this revolutionary system. Not only does it cut out the risk of mistakes being made, but it streamlines the entire process across the company, ensuring the business does not lose any revenue.
Heighten Engagement With Your Clients
Customer engagement is one of the most important aspects of gaining and maintaining clients. So, having the right tools to communicate, and the right platforms is absolutely key. Having a deep understanding of what your client wants and needs makes it easier for you to act on that and provide it to them.
Let’s take a coaching business as an example. If you provide coaching and training services to organizations, you will need to have specific skill sets and tools on hand to make an impact on your client. You need to be non-judgmental and have open transparency and have great listening skills. You will also need to provide different tools and forms of engagement for your clients. Remember, not everyone’s the same and people do communicate differently.
Offer your clients different channels to engage with your business. While some may be comfortable with talking one-on-one, others may prefer written communication and real-time messaging. So, provide those options.
Work on Your SEO
When was the last time you checked to see how visible you are to potential clients? How far up the Google search results are you ranking? Organic traffic is some of your most powerful forms of traffic. The fact of the matter is, if someone comes across your business first when searching particular keywords, they are more likely to convert.
Doing regular keyword research and having keyword-rich content on your site is key to being ranked at the top of Google’s search results. Let’s take the coaching business as an example. Not only will you want regular coaching keywords to pop up on your site, but you will want trending variations of the keywords to keep going out.
What is more, you will want to put a budget behind these keywords in order to be competitive and rank above your direct competition. So, look into paid ads and PPC strategies and ensure that you are taking a top spot on Google.
Focus on Digital Marketing
Now that you have your keywords in hand and are starting to rank, it’s time to focus on the rest of your digital marketing. This is a broad spectrum of elements including social channels, emails, affiliate marketing, backlinking, and blog writing. The key is to generate as much content as you can to keep blasting out there and make sure you are seen and heard.
Focus on the quality of your content though. You will want to provide your clients with content that is educational, informative, and entertaining. You want to establish yourself as an authority in your field. So, if you look at the coaching business example, look at the types of blogs you need to write and put out.
You will want to win over clients with your keen insight and knowledge of the field. You will want your clients to come to you because they trust your insight, experience, and knowledge on the topics. So, concentrate on creating this content and sharing it as much as possible.
Keep going back to find out what your clients want. Keep your finger on the pulse of the key trends in the industry and know what people are searching for and needing. Reach out to potential clients regularly offering them solutions to problems they need to solve. Education is key when it comes to winning new clients.