April 24, 2019
5 Advantages of Direct Selling in the B2B Channel
- Time is money
Let’s face it, businesspeople are busy! With packed schedules and to-do lists a mile long, they often don’t have time to research new office supply vendors or stay up to date on the latest telecom deals. They also don’t have time for a complicated sales process that takes their attention away from running their businesses.
Business-to-business sales representatives solve both of these problems. They are able to efficiently educate business owners about specific products and services, leaving out superfluous details and highlighting what might be of real use. Then, with a high sense of urgency and an underlying respect for the customer’s time, customers are able to sign sales agreements on the spot.
- Consulting versus selling
Skilled B2B sales representatives do much more than their titles suggest. Rather than simply peddling products and services, they serve as trained consultants with an eye for increasing profits. Sitting down with a customer face to face, they are able to ask open-ended questions and suggest solutions that will increase efficiency or provide bottom-line cost savings.
Interactions between B2B reps and their customers tend to be discussions about strategy, rather than one party “pitching” another. For example, armed with product and industry knowledge, an in-person sales representative might help a business owner determine whether breaking an existing contract might be advantageous in the long-run.Marketers’ attempts to reach a commercial market are all the more likely to be ignored. As a result, many business owners remain in the dark about the products and services that might actually be of value to them. Click To Tweet
- Creating awareness
Everyone is bombarded on a daily basis with phone calls and emails – but businesspeople get the brunt of it. This means that marketers’ attempts to reach a commercial market are all the more likely to be ignored. As a result, many business owners remain in the dark about the products and services that might actually be of value to them.
It’s easy for business owners and their employees to screen telemarketers and delete promotional emails. But turning away a friendly human being visiting their place of business is different. By connecting face-to-face, not only do sales reps capture the attention of busy businesspeople, they also get them thinking about cost-saving or revenue-enhancing opportunities that might not have been on their priority lists.
- A customized buying process
As a whole, business owners are thoughtful, intelligent, and inquisitive people. They shoulder great responsibility and are accustomed to weighing decisions carefully. This is why a knowledgeable sales representative can be extremely helpful. Sales reps are able to guide their customers through the buying process — answering questions, addressing concerns, and adapting to the pace of the customer. Ultimately, they are able to provide any information or assurances a business owner requires to make a confident decision.
Furthermore, even in today’s digital age, most businesses are accustomed to conducting business face-to-face – which makes this form of outsourced sales a natural fit. The right B2B sales team is professional in appearance and demeanor and is able to effectively connect with their customers in their own place of business.As with any channel, relationships built in person are the most authentic and long-lasting. Click To Tweet
- Relationships 101
Last, but certainly not least, direct sales is effective in the B2B channel because as with any channel, relationships built in person are the most authentic and long-lasting. Nothing can replace eye contact, a firm handshake, and a shared laugh.
Interacting face to face ensures an optimized customer experience, which business owners appreciate more than anyone. After a positive, completely customized interaction with a brand, everyone from mom-and-pop shop owners to the heads of large corporations can’t help but to become loyal customers.
Do you agree that direct sales is an effective revenue-driver in the B2B channel? Do you know more advantages of direct selling? We’d love to hear your thoughts! Tweet us @Cydcor and tell us what you think.
We are Cydcor, the recognized leader in outsourced sales and marketing services located in Agoura Hills, California. From our humble beginnings as an independent sales company to garnering a reputation for consistently exceeding client expectations and driving outstanding revenue growth, Cydcor has been helping Fortune 500 and emerging companies achieve their customer acquisition, retention, and business goals since 1994. Cydcor takes pride in the unique combination of in-person sales, call center, and digital marketing services we offer to provide our clients with proven sales and marketing strategies that get results.