1) Problem Identification
A company has a problem they need to fix. The content you provide should help them understand the problem, the cost of the problem to their organization, and the ROI of the solution. They may not even be looking for your products or services yet, but by being present and providing expertise, you are already making an impact as a solution provider.
2) Solution Exploration
The business now needs to find a solution to its problem. Advertising, search, and social media play key roles in getting your organization in front of your prospective clients. With amazing content, you can assure your prospects that your company is viable. Your sales team and supporters should also be proactive and responsive to customer and prospect needs on social media.
3) Building Requirements
In most cases, you do not need to wait until the prospective customer sends you a request for a proposal to explain how you can meet their needs. Rather, you can get ahead of the competition by showing how you can match their requirements to your organization’s strengths and additional benefits.
4) Selection Of Supplier
A website, search engine ranking, social media presence, customer testimonials, thought leadership visibility, certifications, resources, and recognition all help to put your prospect at ease that you’re a company they want to work with.
As an organization, you must ensure that you are constantly mentioned in industry publications as one that suppliers are researching, not just that you fit all the box but that you’re trustworthy. This is key for the marketing team.
5) Solution Validation
A business development representative should be able to align client needs with the firm’s ability to deliver a solution. Companies may even invest in prototypes at this point to demonstrate their effort in creating a solution to their prospect’s problem, which can show them that they have thoroughly thought through the solution. Case studies that align with the prospect’s industry and maturity are essential here.
6) Consensus Creation
When we work with business peers, we rarely deal with the decision-maker. Most often, the buying decision is made at the consensus level by a leadership team and then approved. Seldom do we have access to the entire team.
Sales representatives who are seasoned in the business realize this and can coach your team member in presenting their solutions, differentiating themselves from the competition, and helping the team get through the approval process.
A business can use services such as GetEmail.io to find the emails of specific individuals within an industry in one second. With the use of Big Data and Machine Learning Algorithms, all you need to collect someone’s email address is their first name, their last name, and their company domain.