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You see it every time you turn on the television – companies trying to sell their products by slashing prices. Unfortunately, sometimes discounting makes consumers wonder, if you can mark down your products by 50%,
just how much were they marked up in the first place?
For B-to-B, improving sales with incentives is a smarter approach. Here are a few ideas to help you reel in your customers:
Use the right bait.
If you dangle an iPod in front of your customers, you may get a few nibbles, but you are not going to catch the big one. Why? Because you are not selling to one person, you are selling to a company. Instead, relate the incentive to the product or service you are selling.
Keep it simple.
Your offer should be short and to the point. If it takes a lawyer to translate the fine print or a mathematician to calculate the savings, you won’t win the sale. The best offers can be summed up in a single line.
React quickly.
When you get a bite, follow through immediately. Remember, your customers are being inundated with other offers; if you don’t reel them in, someone else will.
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Bottom line? Patience and persistence – combined with the right incentives – can help you win over customers. Think added value, not discounts, for increased sales success.
 Discover tasty nuggets of marketing info and more at Chatter, the Nova blog.
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