Let’s face it – B2B energy companies are still a critical group that needs a detailed strategy when approaching new clients. In fact, in B2B selling success is mostly determined by the sales representatives who are doing all they can to sell the image of the brand and obviously, the products and services along with it.
For the sales reps in the B2B energy companies, the sales process tends to be even lengthier because of the complexity of the industry itself. Therefore, a solid plan is a must to success in B2B selling. Today, we are outlining a detailed step-by-step plan that every B2B energy company can adopt and take their sales to the next level.
Step 1 – Find the right businesses to target
For sales representatives who have been tricked into selling but without actual results, there may be one thing holding them down from success. That thing is the failure to find the right businesses to target.
The truth is, in the energy industry – the target should always be on businesses with the greatest need for the solution you are selling – before even seeking other prospects to approach. This is a rule that every sales rep must know and a rule that should be carved in stone when it comes to the B2B energy industry.
The best way to put the rule to practice is to start considering firms that already use the products and identify their common characteristics. In other words ask yourself the following questions:
- Are their products or services better or worse that the ones you are selling?
- How will your products or services benefit the energy industry?
- what’s the main benefit they will get from them?
- Are they able to decrease costs and give them a better ROI (return on investment?)
If the answers to these questions are positive, you already have your sales pitch and a list of the businesses who need it most.
Step 2 – Ensure that your target group has the right budget
Once you discover your target B2B audience in the energy industry, you should move to the next step – where you determine if they have the right budget to pay for your services. After all, you cannot profit from discounts and low prices – which is why this step is fundamental.
In order to save yourself some more time and increase your chances of success, you should once again do your homework. The homework includes a grasp of the following aspects:
- How big are their current investments?
- What type of technology are your target companies using – is it expensive?
- What are their dealings with other competitors?
- Have they sponsored an event?
- Do they have future expansion plans?
If you got many ‘yes’ answers on these questions, you already know that your target businesses have the right budget to pay for your products and services.
Step 3 – Develop Relationships With Crucial Decision Makers
You won’t believe how much a sales process can change when you actually get to communicate with a decision maker in the company – instead of the regular public relations person or someone who doesn’t make decisions related to budget, innovations and spending.
Assuming that your B2B energy company has the right recipe to bring success to the doors of the businesses in need of it, you should find somebody as high up in the organizational chain that can best ‘digest’ your solution. Once you get their support, you should be as detail-oriented as possible and let them know how your products or services can help them scale their business.
Make sure to always talk about the benefits and keep a friendly tone. As you may not know, too many B2B sales professionals spend too much time talking about their solutions instead of the benefits they actually bring. You, on the other hand, should try to ‘sell the hole in the wall instead of the drill’.
Step 4 – Sell More To Your Existing Clients
The final touch is where you try to level up your profits from your existing clients as well. However, instead of a regular increase in pricing (which comes as a tough pill to swallow for every business owner), you should re-package or change your products and services – so that both they and you get more.
If there is one truth in today’s B2B selling world, it’s that too many people fail to determine the range of their client’s needs when selling to them. You can hopefully avoid this and try to sell other products to your existing customers as well. Once again, by discovering their needs and tailoring to them with your services.
If you are interested in getting more accurate information on your prospective customers that are in need of your potential products or services, we can help you!
All you need to do is reach out to us and we will help you make an informed proposal where you can do your best – sell your services to them!