Face it: B2B sales isn’t what it was 10 years ago.
The growth of the internet and surge of Social Media outlets have caused a major swing in the way we do business today. Prospects and clients alike can easily research and choose the solutions for their needs: often before the traditional card-toting, cold-calling salesman has a chance to get his foot in the door.
Today they have more ways than ever to draw conclusions on YOUR brand before you may get a chance to say it yourself.
So what’s a company to do?
Many B2C companies have already accepted the paradigm shift and hit the ground running with experiments in new media. They interact with customers via company blogs, Twitter accounts, Facebook pages, and other online tools. For better or worse, they’re opening up to their client base and encouraging growth through direct interaction. They’ve thrown away the old “I’ll tell you what you want” mentality for a more collaborative “What can I do better for you” mantra.
But, what about companies like us: the niche market, B2B, industrial establishment? Here at YSK, we’re certainly branching out in the appropriate avenues. Trying new media. Interacting with buyers and fellow suppliers alike on new levels.
I can say from our success at this year’s Pack Expo alone, the extra effort has certainly paid off. That success indicates there are many others out there doing the same thing, but I can’t help but think there should be even more.
And so the question remains: Why aren’t more B2B’s so quick to pick up and run with these new concepts? Our clients and prospects are the same people that are the browsers and customers of these end-user B2C companies.
Why don’t more of us put ourselves in front of them at the office the way those companies do when those same people are at home?