Increase B2B sales and customer loyalty
1. Who are they?
As a B2B business, it is important that you undertake some background work; make sure you know the sector of your customer, annual turnover and what type of business they are – for example, are they a sole trader or limited company? Privately owned start-up or multinational? Knowing the answers to these questions will help you identify other customers to work with.
2. What do they do?
Understanding the product or services that your customer provides will help you spot opportunities to upsell or cross-sell. By demonstrating that you are invested in helping them deliver their goals, will make your services integral to their growth strategy.
3. Why do they buy?
It’s not always about price – perhaps your delivery service meets the customer’s requirements, or it could be your green credentials that appeal to them. Recognise this, build on it and never fail to deliver in this area.
4. When do they buy?
By identifying customers’ buying patterns, you can increase your chances of
5.
Keep on the right side of legislation by undertaking an audit of your customer database. It may be that you only speak to a customer once a year and things can change. An annual audit of telephone numbers, email addresses, and key personnel in the business will prevent you from being out in the cold.
6. How do they buy?
Consider how your customers make their purchases. How they get in touch is more than likely how they wish to be communicated with. Whilst some prefer an automated purchase through the website, others may like a face to face service.
7. How much money they have?
You’ll be more successful if you can match what you are offering with your customer’s budget. Don’t make an approach with your premium product if the customer has a more modest turnover.
8. Are they financially stable?
Do they have enough finances available to take on your services or product? A simple credit check will save a lot of wasted effort and ensure invoices get paid.
9. What do they think about you?
Identify problems before they arise by talking to your customers. Make sure you know what they like about your service and what doesn’t work for them. They’ll appreciate the proactive approach and it helps you resolve issues earlier and avoid losing customers.
10. Who are their competitors?
Sell to others that have the same needs by knowing who your customer’s competitors are. They are more than likely to have a requirement for your product and services and your experience within their sector will appeal (as long as you haven’t signed an exclusivity agreement).
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What our customers say
The team at identeco have been a pleasure to deal with and have gone above and beyond to deal with our bespoke needs. They have enabled us to improve our business strategy and make us feel more comfortable in the businesses we are trading with. I would not hesitate to recommend their services to any business that require such piece of mind when trading in the B2B market space. We look forward to being a valued client for many years to come
Bobby Russell
Managing Director at Contact FinanceWe have used identeco's service for several months and found it to be excellent value for money.
Sean Hemmings
Credit ReformBrilliant product and team. This is our second year using the product and it has been very useful. The identeco system itself is user friendly, with large levels of easily readable and useful information. The supporting team are friendly and knowledgeable.
Kevin Billingham
CFS Representative Senior at FedEx Express UK LimitedI've used identeco several times now and it's provided me, as a freelance Social Media Manager, with a huge amount of reassurance when considering taking on new clients. I've been able to check their financial status and I can be pre-warned if they don't have a favorable payment history!
Laura
Social Media Manager at Virtually SavvySuch excellent value for money. I use the portal everyday for checking out business stability. Marketing lists have enabled me to reach my audience and increase business growth
Sonya
Managing Director at Adore Your OutdoorsThe interface is really easy to use and the information available on companies performance helps us decide to extend credit and on what terms. The mail data available is an added bonus and the annual cost is amazing. Customer support is real people. and I cannot recommend a credit check and business support package that is better value
Guy Sinclair
Managing Director at Modus Agencyidenteco is a great platform for any business. It provides a great service and at a great price. We were slow to start but now use the service at least once a day. The team even set up a free training session to ensure we get the best from the software.
Andy
Managing Director at Hayward MillerVery good
EU Radici Ltd
Fantastic Product. For the price, I had a slight reservation as to how helpful this was going to be. I should NOT have been worried - 5 Stars and an Excellent Product!
RJ
Ops Director at Richard Jefferies LimitedGreat product, great service - Easy to use tool that helped our marketing campaign. The data was good quality and very useful. Customer service was really quick and efficient whenever I had a question, which makes the whole thing even better!
Ceri Rogers
Managing Director at NS Events Group LtdService is good, and the turnaround for traces is fast. Highly recommend.
Rebecca
Legal Clerk at Ward HadawayI have used the service on a few occasions to check out businesses details and have been impressed by their service and how thorough the details are. With one particular company highlighted to me that it was not safe to do business with them - so it made me think twice about engaging them. Their customer service is excellent too and all the staff are extremely helpful if you get stuck.
Sadie Skipworth
Social Media Manager at Sadie Skipworth Social MediaExcellent, friendly service with fast turnaround of the results. Just what I was looking for!
Alison Miller
Senior Research Executive at Scott Porter ResearchBeing able to obtain information in one place saves time, and the fee charged on an annual basis is cost effective.
Mike
Managing Director at Debt Solve UKThe portal has become an intrinsic part of our account opening process; giving us the ability to understand credit terms for our customers and set them accordingly. For the price, it's become invaluable to our business.
Oliver
Sales Director at CJUK
