BitWide

06/29/2023

Turning a Gatekeeper into a Champion

If you’ve ever come across a toll booth while driving and your first line of thought hasn't been “I’m putting pedal to the metal and barging right through!” Then plenty of sales representatives could learn a lot from you. Gatekeepers are anyone you’re redirected to in an outreach attempt to a specific person. So a receptionist or an executive assistant.

A common mistake is that gatekeepers are rendered down to obstacles you need to overcome so you can pitch to your intended target. Which doesn’t consider the human element and the fact the gatekeeper can be turned into a champion for your cause. It’s within their interests to save their boss time and money and they’re going to get a share of the credit for bringing you to the boss if you have genuine value to offer them. Now they’ve heard about how such and such can save the boss twenty five hours a day and unheard of cost-saving too many times to count.

A specific but-not-to-specific appeal is the way to go. So the gatekeeper has the opportunity to fill in the blanks with their firm’s own problems rather than trying to assess, as they’ll have a strong understanding of what their company needs just as much as their boss.

06/27/2023

Part 2. All The Worst Traits for a B2B Product

In our previous post we discussed the crushing feeling of when a client pays us to promote something unmarketable. At Bitwide we often work with smaller businesses who want us to get their foot in the door in regards to marketing. So we’re often first to realize a product’s unviable and have to break the bad news.

The product in question was software to assist HR departments in promoting diversity. There were a multitude of factors that prevented the product from seeing the success our client had hoped for. As previously stated, their product had a tiny market that was much smaller than they had expected. While their market - HR departments for large businesses also caused trouble in itself. At the enterprise level, budgets are dictated around the start and end of their fiscal year. So if you aren’t catching them at the right time, financial commitments to your product will be subjected to long wait periods in the best of cases. You can operate with that in mind, but our client’s program also required extensive training to utilize, alienating an already niche market.

Its small market, complex operation, and minimal interest could all be separately overcome, but all together, it hamstrung the software’s viability. Outreach solutions will get your target audience into meetings. But at the end of the day, you can only leverage a market that exists.

06/23/2023

Part 1. All The Worst Traits for a B2B Product

The most agonizing thing in business is when you realize your product doesn’t have a market AFTER you’ve already created it. But in sales, it’s the moment when you have to tell a paying customer their product has no market. Bitwide had to deliver that bad news to a software client promoting their suite of programs for helping HR departments in tracking and promoting diversity within their company. A lot of businesses today, especially in North America portray themselves as bastions of diversity and inclusion. At least in their PR.
Unfortunately for our client that led to a shock when they discovered how small their potential market really was. It’'s rare for companies to make significant commitments, especially financial ones if their customers aren’t the ones who get to see its fruits. But beyond their niche appeal, a variety of other factors limited our ability to bring in meetings for them.
FIND OUT IN OUR NEXT POST!

06/16/2023

06/15/2023

What does inbound sales mean?

Inbound sales is a type of sales strategy in which potential customers initiate first contact with a business to inquire about its products or services. The goal of inbound sales is to create a positive experience for the customer by providing helpful and informative content, building a relationship with them, and letting them guide themselves through the sales process. We use various marketing channels to attract potential prospects and encourage them to engage with us.
What are these strategies?
- A well-designed website.
- Valuable content. Creating helpful content (e.g. posts, webinars) builds trust with potential customers.
- Using a sales funnel. It will help to guide the prospect through the sales funnel
Overall, inbound sales is significantly important, but require quite a lot of time, effort and investment.

06/13/2023

What is outbound sales?

Outbound sales are a proactive approach to generating new business by reaching out to potential customers directly. This can be done through various channels, such as cold calling, email marketing, social media outreach, and direct mailing campaigns.

What is involved in the outbound sales process?
First, identify your potential clients. You need to understand who fits your ICP. That way it will be easier to find companies and individuals that will be potentially interested in your product.

Secondly, reaching out to your prospects. Various channels may be used - cold calling, emailing, or messaging in social media. These are pretty helpful to generate interest and lead to a meeting or a call.

Third, you have to gauge the level of interest and budget by asking questions. Afterward, the sales representative needs to present the product or service in a persuasive manner. And the last step is closing the deal by negotiating terms and prices.

06/07/2023

When you're not a "salesperson"

It is not so easy to find a qualified salesperson, naturally talented, who does everything from beginning to end without any failures… Becoming a successful salesperson requires a unique combination of skills and traits.
Good salespeople are great communicators and active listeners. They can clearly articulate their message, understand the needs of the customer, and respond to objections professionally and effectively. But first of all, you need to focus on being a "listener", not a "speaker". People love talking. Not being talked at. When you let your client discuss themselves it builds trust and rapport with you. Also being positive and amicable are very nice traits that will be able to help you build strong relationships with future clients and make them last as long as possible.

How do you become a good salesperson? The answer is simple and difficult at the same time - just do it. Just making calls, sending messages, and continuing to develop new skills. Fear of rejection is fine for all of us but you may overcome it with practice and practice…and more practice. The more times you repeat your conversations, the more your communication skills improve. Successful salespeople always look for ways to improve such skills and techniques as being a good listener, being able to talk to any person, negotiating and etc. This can include attending training sessions, seeking feedback, and staying up-to-date on industry trends and changes.

Remember, becoming a successful salesperson takes time, effort, and practice. Just stay focused on the path ahead and you will eventually reach your destination.

05/15/2023

Sell to People You Think Will NEED your product

Re-defining an industry with a totally new idea is a dream for many start-ups. But sometimes, a more conventional approach is where the money is. One client of ours produces an electric ATV they initially pitched to warehouse owners. Their hope was to provide a convenient and speedy means of transport for workers and materials. We told people It was going to change the warehouse world! In spite of everyone’s best hopes, the interest in the product just wasn’t there.

So we decided to get back to the drawing board and suggested our client allow us to target outdoorsmen and sporting goods providers rather than warehouse businesses. The moment they agreed was the moment the campaign was totally transformed. Thereafter the success was instant! We even had a single caller go from struggling to get even one meeting to booking eleven in a day! Features once offered as solutions to issues warehouse operators didn’t care for were eaten up by our new outdoorsy prospects; who were tripping over themselves to get a chance to buy one. Nice-to-have features like a silent engine became must-haves for hunting. Their brand was transformed, and so were their fortunes. At BitWide, we go above and beyond because your success is our success!

05/12/2023

05/11/2023

ATTENTION: BitWide is running a contest to win a free month of our top-notch services!

Only two winners will be selected, enter while you can!
Prize 1 - 1 month of 150 cold calls and free LinkedIn outreach
Prize 2 - 1 month of LinkedIn outreach OR 250 cold calls

How to Enter:
Like this post and share it with your followers on Facebook

In a week the winners will be decided by a blind draw.

To claim your prize please follow Bitwide's Facebook account and share your victory with your network!

09/01/2021

Customers that are engaged have a greater chance of becoming loyal and emotionally invested in your company. Read these 4 tips that will lead you to success - https://www.bitwide.com/4-tips-on-how-to-engage-with-your-customers-more-effectively/