Selling products to businesses in the online and the offline worlds are two different stories. How should you tell them to... sell? That's what we want to help you with!
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Selling To Online and Offline the Same Way? Wrong!
2. STEPS TO GO
Online vs. offline
Some of your potential clients live mostly in the world of bits, some in
the world of atoms, and their buying patterns are completely
different. The way you sell to businesses differs fundamentally,
depending on whether they’re operating online or offline.
4. STEPS TO GO
#1 For starters...
When targeting both online and offline channels, you have to get to the point quickly.
#2 Decision making
Before you go to a meeting with a representative of a large offline company, make sure it’s
the right person.
#3 Loose t-shirt or a tie?
Don’t underestimate this aspect. In business, the way you look tells a lot about you.
#4 “Dear Sirs”, get straight to the point
What your potential clients expect from you is a minimum amount of content conveying a
maximum amount of information about the product.
5. STEPS TO GO
#5 Get ready for suspiciousness
Be ready to be treated with suspicion. Present testimonials, a list of current customers, or
investors.
#6 Gear up for a lengthy sales process
When planning product sales to large offline companies, you have to stay patient. The sales
process may extend significantly.
#7 Provide a trial to confirm your offer
A free trial to test out the product will help dispel his doubts and win him over.
#8 Offer various methods of payment
Offline companies have fat wallets. As opposed to startups, they prefer bigger, one-time
payments, instead of transferring smaller sums every couple of months.