Hi again! In this article, we`ll discuss some highly valuable tips to connect to your prospects as well as how to identify the right decision-makers and when to connect to them, so you`ll have higher chances of engagement and closing sales. Let`s begin!
Be present on multiple channels
Talking to food importers themselves, we`ve learned that everyone has their preferences in terms of communication channels and that many importers choose a combination of a minimum of three channels to be found by suppliers, usually email, phone or social media channels of choice.
With this in mind, try to diversify your approaches. Be selective with your presence on social media channels and keep your website accessible for your ideal clients. It is important to actively prospect using a time-saving tool like BestFoodImporters, to support your business, but at the same time, put yourself on the map, so you can connect with the decision-makers when needed.
Be more personal
As a stranger reaching out to an importer, the first impression is a game-changer, especially since food importers receive lots of messages daily. Before initiating contact with an importer, settle who is the right recipient for your intentions. Look for the decision-makers within that company, like the purchasing managers, executives or CEOs as they have direct authority to answer to your offer.
At this stage, do some research about these prospects and their businesses and identify triggers that can start a conversation with them. Having a personalized approach will tremendously increase your chances of engagement with your prospect.
For example, to show your research/interest, you can find something that you or your businesses have in common to start the conversation. It can be a post on social media, company values that you share, an event you will attend together and the list goes on and on. You can even congratulate them for a recent accomplishment, ask for their advice, or ask for a mutual connection to introduce you.
Plan your contact strategy
Whether it`s the phone, email, or social media, each of these channels can work wonders depending on your goals, especially when you strategically make use of a mix of these media to gain the attention of your prospect.
You can start with a phone call that helps you create a quicker and more memorable connection with your prospect, or leave a voicemail if your recipient is busy. Additionally, emails are valuable at all times, being easily scalable and visual if done right.
All in all, a multi-channel outreach is a more memorable experience for your prospect, but even if you stick to emails, make sure to establish a timeframe for your contact points. As a general rule, a common sequence would take about 3 to 5 contact points in a timeframe of one week to one month as B2B sales are based on building relationships that require long-term strategies.
Example of email sequence:
#1: The Introduction
#2: The value proposition
#3: The follow-up
#4: The reminder
#5: The breakup/closing the deal
What do importers look for in a partner or product?
Food importers choose their potential partners according to their needs and look for food products that they think would be fit for their portfolio. The feedback we received from importers themselves highlights that clear(meaning average English language skills to break through language barriers), professional(the right tone) and fast communication is a top-quality among having market knowledge. For some importers, long-term commitment is also a very important decision-making factor before shaking hands with a supplier.
When it comes to products, food importers say they narrow down their selection by looking at criteria like good quality, competitive prices, good taste, availability in production, shipment reliability, reputation, safety regulations, or environmental credentials.
The reputation and the environmental credentials of the offering are very important for decision-makers when dealing with new suppliers, Reliability in terms of shipments, and availability in production are also vital.