Finding the right buyers: methods that work in B2B

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Do you want to increase your online sales? Did you know that only 5-10% of B2B leads generated become customers ? These figures highlight how essential effective customer acquisition is to succeed in the world of e-commerce. According to a McKinsey study, companies that have adopted effective customer acquisition strategies have seen their sales grow by 15-20% more than their competitors. Qualifying your prospects is therefore the key to a successful prospecting strategy.

But finding the right B2B buyers is no easy task. B2B customers have specific needs and longer sales cycles than B2C customers. So how do you generate qualified leads and get them to commit to buying? Let’s explore the best methods for reaching B2B buyers who are genuinely interested in your offering, so you can develop a coherent ecommerce strategy and achieve your sales goals.

Generate highly qualified prospects

Index

I. Profiling Qualified Prospects: Determining Your B2B Target
Identify the profile of your buyers
Identify the characteristics of a qualified prospect
II. Adapt your approach to different types of B2B buyers
III. Develop a strategy to attract qualified e-commerce buyers
Offer your products on specialized B2B marketplaces
Taking care of your SEO for search engines
Use targeted emails
Create paid advertising campaigns
Using webinars as prospecting tools
I. Profiling Qualified Prospects: Determining Your B2B Target
Identify the profile of your buyers
Your prospecting strategy should be based on an analysis of your target audience . What are your basic buyer profiles (also known as buyer personas )? A buyer persona is a fictional representation of an ideal customer based on real data about your current and potential customers. It is used to describe the characteristics and behaviors of different customer groups in order to ta argentina mobile phone number list ilor your marketing and sales strategy to their specific needs. By identifying your buyer personas, you focus on those prospects who are most likely to become your customers, increasing the chances of conversion and long-term loyalty.

Identify the characteristics of a qualified prospect
The maturity level of a qualified prospect can be assessed by a number of criteria, even if they are still in the reflection phase:

Qualified prospects are actively looking to solve a problem , find a solution, or find a product that can meet their needs.
As a prescriber within your company, you have the power to decide whether or not to make a purchase .
They are more likely to buy if they trust you and have a good perception of your products: they recognize your ability to meet their needs.
You have reached the final stage of your thinking and want to bring about change as soon as possible to finally satisfy your needs.
They are listening to your offer because they have reached a stage where they have a strong purchase intention.