If you run a business, you likely understand the importance of maintaining client relationships. Clients are the bread and butter of every business, especially high-value clients that keep coming back for more. This provides an income, which your company needs, and good clients can allow your business to grow and develop as you invest more into it.
Business-to-business (B2B) relationships can also include business clients. Typically, these are much more stable than average consumers and clients, but moving into B2B sales can be very different from ordinary marketing and sales. This article explores a few ways to improve your B2B client relationships and create more.
New Development and Launches
One thing that can attract new clients is to develop new products and services that cater to a different audience. It could be that your current offerings are great for smaller businesses, but not larger companies.
Market research can be your greatest ally when it comes to product and service development. Look at what you’re missing out on right now, and ask current clients for feedback. They can offer genuine insights into what the market is interested in.
This is also an important step to take if you want to move into the B2B market from the consumer market. Businesses have very different needs from consumers, which means that you will need to offer something new that meets their needs.
Consider complex needs and niches that aren’t well covered by your competitors. If you’re the first to the market that offers a service, it could establish your company as the frontrunner, giving you a massive advantage and potential control over the market.
Reach Out Through Social Media
Social media can be an incredibly powerful tool for reaching out to potential clients. Depending on the client, you should look into different social media platforms. For example, LinkedIn is one of the most popular social media platforms for businesses and corporate use. People use it to find jobs, make connections, and to reach out to potential B2B clients.
LinkedIn isn’t the only option, however, while business marketing is different from consumer marketing, it’s important to remember that business owners are still people. Small businesses might not be as active on LinkedIn as larger companies, so if you want to reach out to small business owners, other social media might work better.
Facebook and Instagram are both common options for small businesses that are trying to reach out to their customers. You can address small business owners and send direct messages to companies that you think would be a good fit.
Digital Marketing Methods
Social media marketing is a form of digital marketing. But advertising can also be a really effective way to reach out to business owners. Google ads and ads on social media can have a massive reach, and are a relatively inexpensive way to reach out to potential customers and clients.
As well as using social media to reach out to business owners directly, you should also be active on social media and engage in content marketing. Create content that shows what your business can offer and that gives people an opportunity to learn more about your industry. This allows potential clients to see examples of your work for themselves.
Your business website can also be an amazing marketing tool, as well as a place for clients to buy products and order services. Make sure to link it to your social media account and keep it updated and professional at all times.
Network During Events and Expos
Events and expos are a fantastic opportunity to network with other businesses, whether you’re looking for clients or even other options like suppliers or business partners for a project. Look into different events and expos in your area so you can take full advantage of them and make your company more visible.
You can even set up a business event designed to reach out to businesses and develop client relationships. You can create a presentation explaining how your company can benefit certain businesses in your area and open the door for new business opportunities.
Ask For Referrals
Let’s say you’re not starting completely from scratch and you already have some business clients, but want to find more. One simple way that you can reach more potential clients is to ask existing clients to provide referrals.
You can do this in a few ways. For example, you could ask if they know of other businesses that might need your services. Or you could offer incentives like referral codes, which offer a slight discount to the referrer and the new client if they end up using your services. This can be a great way to get more clients with relatively little effort.
Just make sure not to hound your clients for referrals, as you don’t want to ruin your current relationship.
Building Existing Relationships
Speaking of business relationships, you can also look into developing existing contacts and relationships. Ask current clients if they’d like to expand their current services, and offer deals if they’re willing to do so.
If you have done business with other companies before, get back in touch with them and ask if they’d like to return. Always try to develop relationships with potential B2B clients, but remember not to cross the line and start being aggressive with your sales.
Ideally, this should help you make more sales and improve your existing clients.
Outsource to Lead Generation Experts
What if you’re struggling to find new B2B clients at all? One great way to get more leads is to use a B2B lead generation agency. This will provide you with loads of leads for potential clients that you can then contact and develop.
A lead doesn’t immediately translate to a sale, but it’s best to consider it an opportunity. Once you have leads, you can develop them with email marketing, targeted sales pitches, and then translate them into clients. Simply put, lead generation gives you something to work with.
