Searching for innovative ways to win new clients? Keep reading to find out how you can improve sales with these quick tips

If you have a few minutes, then you have enough time to try out a few of our sales strategies. Just a few minutes is all it takes to potentially get a new client to the top of funnel or reach out to someone to finally close a sale. 

B2B sales can be tricky, but with our tips we’re confident that you’ll be able to  find new ways to show potential clients your company mission, get their interest, and eventually make a sale. Today we’re going to be looking at several strategies including new ways to send cold emails, how to win over new clients on Linkedin, and when to share a case study. If you are a small business owner looking to secure your first few clients or are just looking for a few new sales strategies, keep reading!

What Are the B2B Sales Basics?

Before we can get into the different ways to improve your sales tactics, let’s start with the basics

Making slight changes to your sales process is beneficial.

When it comes to B2B sales, there is no need to reinvent the wheel. Making worthwhile connections is always the way to win new clients. The only aspects that change are slight tweaks in your sales strategy to get your prospective clients to pay attention and listen to your pitch. For example, one of the main rules of selling B2B is to keep your pitch as short as possible while still conveying all of the necessary information. The people you are trying to appeal to are likely very busy and don’t have a lot of time to spare to hear your pitch—so it is always best to make your pitch as efficient as possible.

Another key rule for selling B2B is to add emotion to your pitch. If you are attempting to show the advantages of your product or service by listing our statistics, it may be difficult for the potential client to understand—or worse—it could bore them. In order to keep your pitch as interesting as possible, you need to include some appeals to emotion in your sales pitch. By adding emotion, you are making sure that the potential client remembers how your pitch felt rather than specific details. Though the details are important, it is more important to make a great first impression with a memorable and emotional sales pitch.

Keep in mind as we work our way through the tips that the key to B2B sales is presenting an efficient and emotional pitch that grabs the audience’s attention. Let’s get started and learn about a few of the ways you can expertly convey your message and create conversions.

1. Use Personalization Elements & Videos in Your Cold Emails

Set your cold emails apart in a crowded inbox by adding personalization elements and short-form video content

Short video content is more engaging than regular email text.

If you work in sales, then you are probably quite familiar with cold emails. Cold emails are a type of sales email designed to reach out to potential customers that you may not have contacted before. By gathering publicly available information—like email addresses—from LinkedIn and Facebook, sales professionals send out messages intended to provoke responses and inquiries. Of course, since we receive so many emails per day, it can be very difficult to stand out. One of the ways that we recommend you separate your cold emails from the rest of the pack is by adding personalization elements to your message. Adding personalization elements is a breeze when you use a mass email plugin. Using a mass email plugin, all you have to do is draft your email with designated personalized elements in brackets like this—{first name}. Then, when you import your address list, you can personalize each of your emails so that they are addressed to the recipient. People are far more likely to click on and respond to messages that appear like they were written just for them, as opposed to messages that look as though they were mass produced. You will commonly see this process of importing an address list and personalizing messages referred to as a “mail merge.”

Another way to make your mass emails stand out is by adding a short video in your message. Now more than ever, short-form video content is king and can help keep eyes on your email for longer than a message that only contains text.

By attaching a video, you can give your elevator pitch in each sales email you send. Even if you have the most enticing email copy in the world, it requires effort on the part of the recipient to read and retain the information. When your audience can simply click on the video and get all of the information they need from a person on the screen, they are much more likely to remember your message and take time to respond.

By keeping the video at or around one minute, you are also showing your recipients that you value their time. No one should be expected to give away more than a minute of their workday to a cold email, and by sending over a video you are respecting your prospect’s time.

The video itself doesn’t need to be anything complicated. Something as simple as someone from your company quickly conveying your company mission on camera. That’s really all it takes! So, if you are finding that your cold email strategy has gone stale, try embedding a video that concisely conveys your mission statement.

2. Share Content on LinkedIn

Linkedin is a great place to network and win over new clients by sharing helpful, engaging content

Linkedin is a great place to show your loyalty to your clients.

When you are trying to make a connection or close a sale, one of the best places to start is on LinkedIn. The content you post and share on your company LinkedIn page conveys your professional brand, and it is likely one of the first places a prospective client will see when they search for your company. That’s why it is so important to carefully curate what you post and share on your LinkedIn to showcase your product or service and your unique value proposition (UVP). 

One of the best ways to showcase your brand is by sharing content from your current clients. You’re proud of the work that you do, so why not show it off on your LinkedIn profile? By sharing content from your other clients, you are both celebrating their successes and showing how your product or service led your current client to success. As we mentioned earlier, appealing to emotion is one of the core tenets of sales. That means, the more emotion embedded in the post you are sharing, the better your brand will come across.

By sharing content from your current clients, you are also showing potential clients that you care about their long term success. Just the simple act of resharing a post shows that you keep up with your clients and celebrate their successes.

3. Use Case Studies to Show Off Your Work to Potential Clients

Case studies are some of your most powerful assets as a sales professional

Show off your previous work to prospective clients with a case study.

Case studies are one of the most effective sales tools you have on your side. If your marketing team has a case study handy, you should work on making the  case study sharable to social media. Not only do case studies demonstrate the effectiveness of your product or service, but they also hit several powerful sales psychology points, including:

  • Social Proof – Social proof is the idea that if your prospect sees others benefitting from your company’s solution, then they will want to use your company to achieve the same results.
  • Expert Proof – Case studies are a great way to show off your thought leadership. It is important to show your prospects why your team are experts in your field to build trust.
  • Urgency – People have an inherent fear of missing out. You can appeal to this natural inclination by showing how much your product or service has improved your client’s lives. When a sales prospect sees the benefits, they will want to take advantage as soon as possible or risk missing out.

As long as you hit these three points and make sure that your case study is well-written and easily readable, you can use the case study to start winning over new prospects. Having a sharable version in hand is highly recommended as well.

4. Always Monitor and Reevaluate Your Target Audience

By adjusting your sales tactics to appeal to an ever-moving target audience, you can avoid falling behind the curve

Your target audience is always changing.

Times change quickly these days, which is why all B2B sales teams should be making a conscious effort to keep their ideal customer profile up to date. One minute prospects are interested in your solution, and the next minute their industry changes and they need a different solution. That’s why it is so important for sales teams to make sure that their ideal customer profile reflects the most current information about their target audience. If you stick to a single target audience or one ideal customer profile for too long, you risk becoming out of date with your target audience. It is possible that your ideal customer may not need your product or service anymore while a new market emerges that you haven’t yet considered.

To avoid experiencing a sudden drop in sales, you should be constantly pulling metrics on your site visitors and conversions to create your ideal customer profile. Ideally, your target audience is constantly changing in the same way that industry trends are constantly changing.

We hope that you found some inspiration from the quick and easy sales tips we’ve listed. You can keep these in mind to bring up at a sales meeting or you can start implementing them right away. The majority of these strategies only take minutes and can really set your brand apart from the competition. While there isn’t an exact science behind making sales and finding new clients, these tactics can help point your overall sales strategy in the right direction.