Sep 23, 2022
How do you position yourself to become one of the "fortunate" professionals who consistently get corporate clients and build lucrative B2B businesses?
In this mini-series, over three short episodes, I share 6 steps to find, engage and win contracts with business-to-business clients. Because most consultants, coaches and experts go about B2B sales all wrong or they miss vital steps. It’s a process that has served my business very well.
The B2B sales process follows the same general principles as any marketing and sales to consumers. You still need to get clear on the ideal client, position yourself and what you offer as a match to their most pressing needs. But you also have to think specifically about the pain points and needs at the organisational level as well as the people you deliver to ‘on the ground’.
In part 1, we start by setting out the landscape of the B2B marketplace and talk through what is and isn’t B2B in terms of the pay-offs and then talk through the critical first step of positioning yourself for success and building a pipeline.
What you’ll learn as I go through these steps are:
- How to do your market research and due diligence
- How to craft your offer around their specific needs and challenges
- The easiest programs and services to offer (especially starting out)
- What things you worry about that you don’t need to worry about
- How to price your programs so you start as you mean to go on
- How to prove you can deliver even if this is your first client
- The most crucial first step to do at this time.
Further resources and support available in the show notes, and you can grab my 6 steps checklist to help you build out your process: http://jayallyson.com/isuccess/6-steps-client-acquisition-checklist/.