That day, my colleagues asked what my secret was to close B2B deals in record time. Today, my answer is caring and content.
I worked in B2B sales for more than 5 years.
And that question was coming up a lot.
But record time? I thought my conversion time was just OK.
“Yes, yes… we were chasing that prospect from Spain for 3 years, they met you and closed the deal in 2 months”.
My colleagues didn’t speak Spanish so I thought, well maybe it’s just a cultural or language thing.
“No, but the native speakers in your role didn’t close deals at that same record time as you”.
I was surprised because it’s not like I had a magic trick, but It was working 🤔 but how?
I wanted to know the answer to create a system and replicate it for new leads.
Until some of my customers replied to that question:
“You know Amira, we want to close the deal because of you… – One of the biggest Spanish companies in the sector said after our presentation, on the first day I met with her – We don’t close deals with companies, we close deals with people”.
These people close deals every single day so they develop a strong GUT INSTINCT.
They feel when you care about them. And when you don’t.
When you wish them good. And when you don’t.
AHA!
So then it made sense.
Many things were working against me:
-I was new in the company.
-Our prices were the highest in the market.
-I was super young and some of them wouldn’t take me seriously.
-There were hundreds of competitors offering the same as me and they were INTENSE.
And the worst thing was that these products were quite technical, and I had NO IDEA about them.
So, against all odds I was doing ONE thing right: I actually CARED about the PROSPECTS and they felt it.
I focused on the relationship.
If I didn’t know the answer to a technical question I’d ask everyone on my team to get the answer, if I didn’t get it I’d ask the engineers and translate their answer into Google Translate 🤭
I started creating content, webinars, and company presentations based on all the questions I would gather from prospects and customers.
Without even noticing, I created a content marketing SYSTEM.
I wanted my customers to succeed.
And actually, I wished them GOOD.
And they knew it.
That’s it. That was my secret to close deals in record time: JUST TO CARE (and create content).
Because my Spanish customer was right: It’s not Business to Business.
It’s People to People.
