La transformación digital pasa, sobre todo, por digitalizar las comunicaciones, los métodos de trabajo y las estrategias de ventas, pues tanto el trabajo a distancia como el comercio online, han sido fundamentales para responder con éxito a la crisis.
1- Adapta la inversión en marketing
Durante los primeros meses de la pandemia fueron muchas las empresas que, ante la incertidumbre, decidieron frenar sus inversiones de marketing. Una decisión que, en el momento en el que nos encontramos, es necesario que las empresas B2B se replanteen con el objetivo de que los fondos aprobados (y no utilizados) para acciones de marketing de sus presupuestos se usen ahora para trabajar en la anticipación de cambios futuros y la revisión de los objetivos. De esta manera, las empresas podrán evitar errores y adaptarse a la nueva realidad en la que nos encontramos inmersos.
2- Busca leads B2B fuera del ámbito presencial
El contacto físico a nivel empresarial sigue siendo poco recomendable desde un punto de vista sanitario, por lo que las estrategias comerciales basadas en reuniones presenciales deben plantearse como encuentros online. Por ello, es muy importante que aquellas empresas que habitualmente cerraban negocios a través del contacto directo, se adapten al marketing digital y a la búsqueda de leads B2B fuera del ámbito presencial.
3- Apuesta por productos de proximidad
Las restricciones derivadas de la pandemia nos mostraron las enormes dificultades de abastecimiento que tenemos por nuestra dependencia del mercado internacional. Por ello, el modelo comercial futuro ya se plantea como un comercio de proximidad y confianza, inmune a las restricciones de movimiento. Siendo esto así, las empresas B2B también deberían apostar por lo local para añadir valor a su marca.
La transformación digital de las empresas pasa no solo por asimilar el uso de herramientas tecnológicas, sino también por apostar por nuevos sistemas y modelos de trabajo que modifiquen la gestión empresarial para adaptarla a la nueva realidad.
4- Mantener la calidad, aunque se ajusten los precios
En cualquier crisis el ajuste de precios es clave para seguir generando ventas. No obstante, las rebajas nunca deben suponer una merma de la calidad. Así, las empresas B2B que se digitalicen deben disponer de una buena imagen de marca, que sirva para consolidar su posición y mantener la rentabilidad.
5- Plantear ventas a largo plazo
La situación actual ha retrasado cualquier acuerdo de compra que no sea imprescindible. Ante esto, las empresas B2B deben comprender que ahora se meditan mucho más las compras, por lo que van a tener que aportar más información a sus clientes para facilitarles su investigación y disminuir su percepción de riesgo. Este posicionamiento, no solo ayudará a los compradores B2B a acelerar sus decisiones, sino que permitirá un vínculo más sólido proveedor-cliente que redundará en mayores ventas en el largo plazo.
6- Digitalizar apostando por los datos
Para tener éxito en ventas B2B es necesario impulsar una estrategia de marketing a través de la digitalización. Esto supone que las empresas B2B deben generar mensajes web que atiendan los problemas de los clientes, abrir vías de contacto para los consumidores, realizar campañas de e-mailing inteligente y desplegar sus habilidades de venta social para encontrar clientes potenciales en los canales digitales.
Fuente: Emprendedores
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