As the pandemic persists, most B2B companies are finding that selling to current customers has moved to virtual methods — such as connecting remotely using video or telephone — with surprising ease. But acquiring new customers remains extremely difficult.
How to Reach New Customers When You Can’t Meet Them in Person
Existing relationships will only get you so far.
January 13, 2021
Yaroslav Danylchenko/ Stocksy
Summary.
As companies have transitioned to remote work and virtual meetings during the pandemic, one common piece of wisdom has emerged: It’s much easier to transition an existing relationship to video than it is to create new ones. That’s especially true in B2B sales. Many companies have coped with this by using this time to deepen relationships with existing customers. However, sales teams should not give up on finding new customers during this period, too. This article offers tips on how to do that.
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Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.