selling b2b

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PostPosted: Wed Jul 30, 2008 3:16 am   Post subject: selling b2b  

does anyone have advise on b2b sales?

murph
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murph

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PostPosted: Thu Jul 31, 2008 5:35 am   Post subject:   

IMO the process of selling policies to the individuals and to the businesses is same to some extent, both require contacts at the personal level. However, to start with you can approach to the human resource managers of the offices to prepare the ground for selling policies.

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PostPosted: Thu Jul 31, 2008 5:58 am   Post subject:   

To begin with you are required to build relationship with the business houses of the locality. Trustworthiness of an agent is an important factor to determine his/her success.



Always try to be helpful. This will help you to establish a long term relationship with your clients.



Study the market. What are the most prominent businesses in your locality? and what are their requirements? Try to offer them a customized product.



Hope these help. Please let us know if we can be of any further assistance to you.

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Rupert W Bradson

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PostPosted: Thu Jul 31, 2008 6:20 am   Post subject:   

Doesn't business to business selling offer very limited market? I suppose the most prominent form of b2b selling is the group health plan, then, why restrict yourself to b2b selling only?


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PostPosted: Thu Jul 31, 2008 3:17 pm   Post subject:   

many businesses appreciate it when they are able to fulfill all of their insurance needs through one agency. if you can help to round out all of their needs either through other products you offer or by bringing in another agent in your office that may be a perceived as a perk by many businesses.



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PostPosted: Fri Aug 01, 2008 5:47 am   Post subject:   

Hey all,



B2B had been a nightmarish experience with me for long!



Even though you exert a whole lot of effort..the output is too less at times.

Simply speaking, they don't have the time to pick up your phones...normally, you'd come across a long row of answering machines..& even when you pass the test..they are simply not interested to speak to a tele-marketer!!!



I'd rather invest my time on regular consumers & earn a pie Smile Lets see some more of this sort..Plasmahectic


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Plasmahectic
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PostPosted: Mon Aug 04, 2008 6:59 pm   Post subject:   

I enjoy selling to Business owners. I feel that I relate well to them. I suppose it is because I have owned a business, grew up in a family business environment and studied business in University. We are in business as insurance brokers/agents too.



I sell group and business insurance so it is quite convenient for a business owner to deal with me. Especially since I can handle their personal insurance needs as well.



To market to business owners I have used a variety of strategies with success - cold calling; cold walking; mailers; flyers; networking ... I prefer the face to face networking and cold walking. But cold calls and letters are more efficient. It depends on what you like to use best.



I hope my experience helps you!



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Plasmahectic said:

Quote:
I'd rather invest my time on regular consumers & earn a pie




I think it is important to be comfortable with what (and to whom) you are selling. Otherwise it comes across to the client.



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theterrier said:
Quote:
Doesn't business to business selling offer very limited market? I suppose the most prominent form of b2b selling is the group health plan, then, why restrict yourself to b2b selling only?




Business owners tend to be more affluent than average consumers. Excepting of course the first few years of business when it is tough going. They have more needs than an average consumer so you can have less clients but the same $$ by focusing on business owners.



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