Three Tips for Reinforcing Human Value in Digital-First B2B Customer Acquisition
One
Take advantage of asynchronous (non-live) communication
to fact-find and set out your stall. Use the latest tools to capture what you can about your buyer needs, and send a tailored explainer video to build credibility before setting up a face-to-face session. Make that time together count.
Two
Invest in Thought Leadership.
Give the buyer a broader sense of your market knowledge, positioning and experience: the expertise behind the brand.
Three
Accept that the majority of the sales process will happen remotely now.
Channel your efforts into strong, relevant content to support occasional virtual meetings, which they can digest beforehand and afterwards. Pre-empt your buyer’s needs around convenience, and the ability to distil relevant facts quickly, in a format they can share readily.
