Hello! Welcome to this Lead Forensics educational video. Elevating your marketing and sales success. Educational insights brought to you by marketing and sales leaders.
In this video, I’ll be providing you some insight into working with remote decision makers.
Working in B2B sales isn’t easy at the best of times.
But, when you’re faced with a particularly difficult prospect, like a remote decision maker, it can get really tough.
Have no fear! It’s time to discover the sales secrets behind successfully working with remote decision makers.
Did you know 1 in 3 B2B decision makers work remotely for a majority of their week?
These decision makers are not only trusted intently by their organization to work and manage teams away from the office. They are also highly productive.
Recent studies show working remotely can achieve 35% more activity than those working in office environments.
In most cases, remote workers can get an extra day’s worth of work done every week at home.
But, what does this mean for B2B sales?
The strategy you usually use is out the window. It will not work the same way for remote decision makers!
So, what can we do to be prepared?
What sales techniques work for remote decision makers?
And, what should we avoid to ensure success?
Here’s a few great ways to get started…
Firstly, don’t ask for a meeting.
It doesn’t matter how you phrase it. A remote decision maker will rarely meet with you.
Asking for a meeting proves several things to a remote DM.
It shows a lack of awareness, a lack of individual attention, and proves you haven’t changed your regular business process to meet their requirements.
This is not the first impression you want to give.
Remote DMs can see through a rehearsed sales pitch. You need to offer them something special!
Next, it’s important to remember where they are.
They can work in all kinds of places.
Are they in a home office? At their kitchen table? Or even in a public library or coffee shop?
One thing that is certain is that they’re not in an office environment like the one you’re selling to them from.
In the office, you’ll likely have up to date, connected equipment to hand and an IT department for when things go wrong.
You can make calls and have discussions. You can ask a colleague’s opinion.
When working remotely, all these things can require extra effort and time.
So, rethink your usual approach and ask some key questions:
● What does your current approach rely on the DM having around them?
● A phone, a computer, internet access?
● How will you work with multiple decision makers, if one or more of them work remotely?
● What channels will you use if they are unable to take phone-calls or view email attachments?
The extra effort put into creating a sales approach for remote workers will pay off! They’ll find it refreshing and memorable when you are mindful of their requirements.
You should also work with influencers.
When you learn that a decision maker works remotely, offer to liaise with someone in the office who reports to them instead.
The person they suggest will be a responsible individual they trust to make a decision.
These are called influencers.
Although they won’t be the sole decision maker, they’ll have the ability to sway the DM towards a choice.
This will also help you work around the need for a meeting.
Ask if there’s a team member you could meet with instead.
Sway the influencer, and you’ve got a good chance of making a sale!
Finally, make sure you establish their routine
Are they in the office for some of the working week, or none at all?
Do they work the same 9-5 hours you do?
Or, do they work early/late shifts to match other time zones?
Do they stay in one place or travel regularly?
All of these answers will feed into how you approach them.
If they work later shifts than you, make an effort to send an email or arrange a call for after 5pm.
If they’re only in the office one day a week, avoid contacting them on this day so they can focus on their team.
These additions will help you win the trust of important decision makers and set you on the path to a clear sales win.
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Lead Forensics offers an exceptional sales software solution that identifies the businesses visiting your website and provides contact details for key decision makers.
I hope you found this video helpful.