Many B2B businesses regularly make relevant businesses aware of their products and services, while some earn the opportunity to present their products/services in a meeting or a planned event.

Success

To succeed in this type of situation, you have to be able to show the business how you’re going to improve their profits, performance or customer satisfaction. More of the emphasis has to be on the business you’re targeting while you should never take a forced sales approach. Like you business they too will be wary of their outgoings, and it’s more important to build a relationship, than to push though a quick sale, so make sure they really understand the benefits you’re offering.

It’s also important to make sure you present confidently, answering any of their questions whilst giving them time to make a decision, and then perhaps chasing them up a later date, though a successful pitch will often mean they contact you.