Ballpoint pens are the most gifted promotional products, followed by eco-friendly bags and key rings, reports the Merca2.0 Research Department. Also, these are given based on specific objectives, where one of them is that the consumer has the brand presence.
Information of the study “Promotional items 2015” of the Investigation Department of Merca2.0., Reveal what the reasons for which the consumer believes that promotional products are given to him, which vary about his age are.
First of all, “remember the brand,” where 31.9 percent of those who say it has 36 to 45 years of age, followed by 19.7 percent who have 31 to 35 years and 14.9 percent who have 26 to 30 years. Another possibility for which promotional products are believed to be given is to thank customers, where 37.8 percent are from 36 to 45 years old, 19.7 percent from 31 to 35 and 13.6 percent from 26 to 30. and from 46 to 55 years old.
“Sell more” is another option, where 40.4 percent from 36 to 35 years, as well as 19 percent who have 31 to 35 years, where those who say less this option is more than 56 years with a 6 percent.
Likewise, “impulse a purchase” is indicated by 29.5 percent of the consumers who are from 36 to 45 years, after the 22.5 percent who have 31 to 35 years of age. The least indicated by this option are customers over 56 years old with 6.63 percent.
Finally, it is “developing business relationships,” where 31.7 percent have 36 to 45 years, followed by 21.9 percent, which reveals that they are 18 to 25 years old. And, in contrast to the previous cases, it is indicated that the lowest percentage of those who affirm this, is from 26 to 30 years old, with 4.8 percent.
The study “Promotional items 2015” of the Research Department of Merca2.0., Had the participation of 368 people.
B2B companies are engaged in marketing services to other companies; In comparison to a B2C business that seeks to reach as many people as possible, a B2B company faces a reduced number of customers in specific sectors.
So, as a B2B company, your priority should be to invest in a robust commercial force, he told El Financiero, Israel Cerda, partner-director at G2 Consultores, and specialist in startups. “Your focus should be on nurturing a sales area to get started, but at the same time you should also adopt marketing practices to make your salespeople’s work more productive.”
And, the purchases of solutions, as well as services, are carefully studied by the companies. According to the Harvard Business Review, the number of people within a company involved in hiring a provider averages 6.8.
That is why below we present three recommendations to increase the possibilities in this sales process.
Simplify the purchase process for your client
According to a study conducted by CEB and Gartner, managers in a company to hire a service provider live under constant stress. Respondents, more than a thousand senior executives, claimed to have taken more than twice the time expected to appoint a provider, and more than 65 percent said they had taken the total estimated time for the purchase just preparing internally to do it.
One of the main culprits of this complexity is the excess of information. The companies saturate the client with information about their characteristics, which often is not something that interests the clients. On the contrary, those that were more successful in sales according to the study were those that approached potential buyers with a focus on diagnosis and recommendations.
What interests B2B buyers?
As in any other purchase, a B2B sale is influenced by objective and subjective factors, with different weight for each according to the type of organization and the companies in charge of the purchase. At the base of this ‘pyramid of needs’ when makinga purchase is the most basic: that it meets the required specifications at an acceptable price.
Secondly, there is added value; As you progress in the pyramid, the criteria are more subjective. While near the base are measurable factors such as reduction of effort on the part of the buyer, saving time and greater organization; in the higher echelons, there are elements that are more difficult to quantify or that are specific to each buyer, such as a tie in the culture of the two organizations or how good the seller does to mitigate the particular fears generated by that purchase.
There are three qualities, according to a study carried out by Bain & Company, which are cataloged as the most important by B2B buyers: product quality, expertise, and quality of response. That is, how good is the product, how much knowledge is perceived by the provider and the warmth of the relationship with the supplier.
Understand your customers to be able to retain them
Clients expect from their suppliers an understanding of their needs as individuals and as an organization. Knowing your clients and their professional aspirations, the way in which they prefer to interact, as well as the challenges they face within their organization and the ways in which you can help them, will make the relationship flow more naturally, they will take hold of your company and they consider you an ally throughout your career.
All this information will result from listening carefully to your customers and asking them the right questions, which will give you the guidelinesto know in which points of work or interaction you should improve. The main thing is to align your work team with the expectations of your client to generate value in each step and help them achieve their goals.