Generally whenever I write about the B2B customers, I write about the complexity, the inertia and the lack of interest in changing the incumbent. All these stem from the fact that I am talking of a mid to high value sale. I will define the mid to high value sale as anything more than $25000/- or greater than INR 10,00,000/-
B2B companies also buy small value items where the values could be very small and local managers have the authority to close the sale. If you are dealing in that kind of items, there’s no point in spending time tying to showcase the whole process of how you do a migration or a transition etc. It will only waste your time.
You need to manage the sales cycles depending on the value of the product or service that you are selling. If you are selling a low value deal then you cannot afford to spend time in building a proposal for each prospect. The cost of building a proposal in some cases would turnout to be higher than the revenue.
You need to therefore focus on building a volume of deals, where you take verbal confirmations and then just send them a mail confirming the discussion and asking for the order.
In case of small value orders a lot of big customers actually also enter into rate contracts so that they don’t have to negotiate these deals each time that they have to be done.
So choose your method of sales depending on the kind of values that you expect to pick up.
Till next time then.