When you are selling, it is important to pay attention to the people, B2B buyer, and all departments have a say and the deal is done. Everyone in this target company has their own goals and interests, so you have to take different approaches when trying to convince them. The four traders we will discuss today are the Champion, the Aggressor, the Economic Trader, and the Technical Trader. Some of these services have overlapping capabilities, and a process that works for one may work for another. The key is to focus on what each job requires of you and what it will accomplish for you.
The first buyer we will look at is the winner, also known as the “coach” or “supporter.” This person is usually someone within the target company and acts as an advocate and information provider for your business. Sometimes, the winners may be foreigners, but they still do some consulting work for your company.
Influencer champions are very important because they will be your first advocates and get in the door to sell your product or service to people you haven’t reached yet. This person may hold any number of other roles in the procurement organization, but they are defined by their ability to advocate for your cause with their colleagues and connect you with decision makers. If the winner is also the decision maker, great, you are one step ahead. Sometimes the sponsors can be executives or financiers, which will make it easier for you to close the deal if your sponsors are the callers.
Some things to consider are the roles your sponsors will play in the purchasing department and the type of information they can provide, as these insights can help you structure your purchasing process and relationships and future purchasing companies. Thetradebuzz.com is an example that fits completely in this article.
#1 Listen to your champions
Everyone likes to be heard, and your champion is no exception. Your real advocate will be your reviewer, telling you why your company wants to buy your work. Winners will expose you to other buyers, such as tech buyers and financial buyers. In addition, the winner will guide you on how to get each buyer, detailing the value they are looking for and how to get their vote. (This is why champions are sometimes referred to as coaches.) By listening to champions, you’ll not only gain valuable insight into your target industry, but you’ll make them heard and able to serve you in the organization they defend.
#2 Good marketing, increased sales
Be sure to provide your supporters with quality merchandise and fresh information so that whatever they are telling their leaders is accurate. You want to help your supporters succeed by giving them access to as many internal sponsorships as possible.
#3 Be friendly
Your fans are putting their name and company on the line for you, so make sure you’re the kind of person they want to represent. Give them as many tools as possible to help them succeed and help you succeed.
By using these methods, you can encourage potential sponsors to promote your product and give you access to a network of contacts within your target industry. Once you contact other buyers, make sure you don’t forget your winner. Their help can be useful in influencing other consumers. Advocates can continue to defend your product even after the contract is closed, encouraging your customers to buy more services or increase their budget for existing services.
#4 Cultivate your relationships
You can use marketing tools and social media to build a personalized relationship with this buyer. Since they are the ones who use your product the most, creating a good relationship where you can show them the value of your product will go a long way. Sometimes your supporters can even come from the influence section.
#5 Understand the problem
When dealing with influencers, a key tool in your arsenal is to keep their pain points in mind. Focus on the buyer’s needs and make sure you ask questions. By asking your influencers questions related to pain, you can ensure that your product will solve their problem. Even a small solution can make big waves if used every day.
#6 Offer a solution…for now
Free trials and demos can sometimes be the lifeblood of securing sales, or at least influence votes. Since these people work with your solution themselves, they will say whether they will actually use it. With demos or free trials, you have the opportunity to show them exactly how your product will work in their organization and the lifestyle improvements that come with it.