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In the b2b world, closing the deal can be very challenging, as the final decision can rest on several people, not to mention the fact that b2b prospects are more knowledgeable of the market, so they can’t be rushed into hasty decisions. However, if you play your cards right, there are some ways in which you can increase your chances of closing the deal, while also simplifying the decision-making process.
1. Contact the right decision maker
Dealing with the middle management can be exhausting and time consuming. Sometimes, you have to do this in order to fight your way to the actual decision maker, but this is not always the case. One way to simplify this process is to invest only in leads with decision power. You can do this by using SalesRipe’s lead generation solution. This lead provider gives you access to over 2 million business leads. However, you can use the search criteria to target leads based on their titles, so you will only pay for the leads that have important titles.
2. Research your leads
Closing a b2b deal will bring you a lot more profit than a b2c deal, so you can afford to put a little effort into the conversion process. You can increase your chances of closing the deal, if you do a little research on your leads. Based on that research, you can provide them with a tailored business proposal, something that they will find impossible to refuse. This is where SalesRipe comes in handy once again. Their business leads come with a lot of useful details such as industry info, company size, number of employees, sales volumes and much more. Obviously, a big corporation will not be attracted by the same offer that appeals to a small, local company. It is important to segment your leads into different categories, and approach them differently based on their particular needs and goals.
3. Nurture your leads
Sometimes, no matter how much you try, you can’t seem to close the deal. When that happens, there is no need to despair and abandon that potential customer. You just need to nurture them until they are ready to buy. Manage them in a good CRM and provide them with relevant content and helpful support until they are ready to buy. When it comes to cold leads, it is better to nurture them for a while, then to try to force them to buy and risk losing them forever.