Global online B2B marketplace : http://www.bytrade.com
Private Previews
Hosting a private preview is a client-focused technique to generate awareness, feedback and first orders for new products and upcoming services. Clients feel a sense of special treatment when they get to see things first. The technique can also be used to drive exclusivity contracts or first-order incentives, if that is a part of the overall sales and marketing strategy. In hosting a private preview, make sure that the invited B2B clients feel that they are being treated and provided with special attention. Make sure there is a "welcome" sign in the lobby that includes the business client's logo and names of employees. Serve snacks and beverages to keep clients happy and engaged while you put on a private presentation. By developing customized marketing communications materials, clients will see the extra steps taken to authenticate the presentation. To maximize this technique, include information that is specific for the company within the presentation text, along with pictures of the client's company, stores (if applicable) and how your products and services can be displayed to enhance current offerings, services and increase sales.
Key Accounts Management
Major factories assign top sales producers to serve as key account managers for businesses that generate large orders and revenue. This technique is used to provide much-needed attention to accounts that can be a "make or break" for the company. Sales and marketing managers, directors and vice presidents often attend key presentations, especially when peer-level company representatives are in attendance or the account is at risk for loss. It is also a good strategy to have executives and the CEO to send a handwritten thank you note, especially after closing major sales and account wins. Key accounts management is vital and should be executed by company sales and marketing members from the top down to develop sustainable B2B relationships.
Training Assistance
Business clients have many considerations to factor when deciding on purchases. The time and investment in training staff can sometimes become a holdback to closing a sale. Providing business customers with assistance in training their staff can be a valuable tool that can make all the difference. Develop training manuals and assign sales coordinators or assistants to provide training sessions in conjunction with the customer's sales and human resources department. Videotaping training and distributing a DVD can also be a welcomed reference.
Category Leadership
A great technique used by major manufacturers, especially in the consumer products industry, is to develop strategies to serve as the category leader. The strategy provides benefits for both sides of the B2B relationship. For example, a major manufacturer of beauty products sold in a drug store chain might provide funding for shelves and display systems. In turn, the manufacturer gets "privileges" in terms of the amount of shelf space they can have in the store and additional opportunities to incorporate shelf signage and getting prime end-of-aisle space several times during the year.
Live Online Sales Support
Many business prospects find out about companies on the Internet. However, sales reps may not always be available to take calls for leads and prospects because they're out in the field or visiting other customers. Training a support team for live support online is an effective way to solve this problem. The support team can make sure that leads are not missed and provide background information to the sales staff members for any follow-up that might be needed
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