It’s true that B2B companies are often influenced by the size, scope and prestige of the clients they work with. For example, in the mid 2010s, Headspace, a plucky new meditation app, ran a cross-promotion with Spotify wherein anyone who subscribed to the latter’s premium service would gain a three-month trial to that service. This is a customary cross-promotion, but the general vindication of being associated with Spotify, and all of its industry contacts, helped Headspace cement itself as a de-facto meditation app.
As you can see, sometimes proximity to a proven force offers its own accreditation. A company that supplies the headlight covers to a local dirt-bike company will no doubt see their company snowball into further success should Mercedes-Benz take out a volume of orders one week.
So, if you’re looking to raise the game and seek bigger, better, more affluent, and more influential clients (without ever forgetting where you’ve come from, of course), how can you take your dependable service to the next level? In this post, we’ll discuss that and more:
Work On Your Referral Game
Referrals can help you acquire the clients you’ve been missing so far. While it’s true that this may not always lead to a rise in prestige for each client shown, getting your name out there, being exposed, and having more intra-sector familiarity will only help your name grow. You might offer promotions and mutual rewards for companies that use your referral link to book their first service or product. Over time, you can be sure that this will turn heads.
Offer Better Client Handling Procedures
Gaining a reputation for perfectly personalized, scaled, affable client handling will certainly get you noticed. Customers will be looking for contract automation where these negotiated deals can be properly processed, customized, and cared for over time, showing that your company is willing to work with brands large and small. It will also help smaller firms punch above their weight, meaning that if a larger, quite intimidating firm needs to rely on you to fulfill a certain volume, your stellar handling empowered by software will be able to meet that need. At the very least, it will help you learn where and when to say no.
Be Confident In Your Pricing & Quality
Companies that seek to offer cut-rate discounts, huge promotion rewards, and price guarantees can seem like they’re confident in their product, but that’s not always the case. Larger firms have the money to spend. They like confidence, quoted prices with backbone, and the willingness to stand behind your costing. Sure, they’re looking for smart procurement and good deals where they can find them, but make sure that doesn’t cause difficulty to your own firm and what it stands for. A proactive approach on your end may be read as desperation in another firm, and sometimes it’s important to stand up with good posture and be transparent in other ways.
With this advice, you’re sure to rise to the next level of client acquisitions.
