The acronym of FACTS clearly explains what B2B marketing specialist goes through when dealing with clients. Take a close look at the FACTS and avoid some of these pitfalls.

F is for Fear

Fear usually stems from not knowing about something and B2B is no different. On the surface it can appear as technical and complicated, which is what easily scares clients away. Or it is possible the client may have dabbled in B2B before and had a bad experience with it. Whatever their issues make it a point to sit with the client and iron out their problems.

Arrange a meeting with the client and see if you can pin point exactly what their immediate concerns are and then try to offer a solution. Clients know B2B marketing is what their business needs, they are just waiting for you to get them through their fears.

A is for Apathy

You will come across people who are not interested in having their problems solved because they think that it is too expensive or have not recognized the difference this will make in their business operations. A demonstration is a great way to get your message across, but be careful the client is just pretending to be disinterested for the sake of getting free business advice.

C is for Complexity

Clients love it when you come across with simple but effective presentations because a rookie mistake would be to flood the client with tons of information. Your aim when presenting information is to get the client to understand the benefits to them of doing the project. When you are able to gain their trust clients are usually willing to go further with your proposals.

T is for Timing

Missing an opportunity to impress your client could mean the customer will not buy into what you are selling. For this reason timing is everything and an experienced specialist will develop a sort of six-sense that will help gauge whether or not the client is ready to close.

However, this is not fool-proof as you can still mistime the situation and lose your chance at making the deal. Sometimes giving the client space to think and periodically checking-in can sway things to your side, but there are no guarantees of this.

S is for Stuff

Stuff can happen at any time and it can happen to the best of us. In order to cushion the blow of something so disastrous it is always a good idea to get things down in writing in the first place. Arrange how you will be paid and the frequency of the payments. Never accept your clients‘ word over common sense because clients will always take what they can get away with and leave you holding the bag. Once you have things in place you should be ok.

We produce b2b marketing services for a host of clients spanning multiple industries. If you wish to learn more about our experience then visit our web site.