Five ways to boost your B2B sales

A profitable business is an attractive prospect for potential buyers, and being profitable relies on good sales figures. So how can you give your firm the sales boost it needs? We look at five of the best B2B sales activities to improve your numbers. 1. Ask customers to spread the word. Make it easy for customers to share positive experiences, with links to leave a review on your website and in email communications, sharing icons for social media. Ask customers to leave a review, or if they’d be willing to be interviewed as a testimonial for your website. Reviews from within your industry are invaluable; research from Nielsen has consistently backed up what we all suspected – people trust personal recommendations far more than they trust advertising. 2. Get back in touch with former customers. Maybe a buyer only bought from you once, or a repeat customer moved to a competitor. These former customers know you – and you know them. You have their contact details, and you know what they bought. A large part of winning them back is about targeted communication and a personal touch – making references to past purchases, asking the right questions, flagging up updated products or services. Effective triggers include free trials, discounted packages, contract renewal prompts or carefully targeted re-engagement calls aimed at offering deals solely to former customers. Winning buyers back is a cost-effective way to boost sales; according to the Harvard Business Review, studies have shown that acquiring a new customer between five and 25 times more expensive than retaining an existing one.