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When you are just starting out in the business world, or even if you’ve been in it for a while, one thing that is difficult to understand is the differences between business customers.
The term customer has different meanings depending on what you do and where you’re located, but it generally means anyone who pays your company money to get a product or service. But every industry has its own specializations of what an enterprise customer really is.
An enterprise customer is an established business with a need for other organizations to reach their own markets and customers. The enterprise customer buys goods or services to be sold internally within their own organization.
What is the Difference Between an Enterprise Customer and a Small-Business Customer?
Enterprise customers usually have more employees than small-business customers. They also have bigger budgets for enterprise sales and more complex technology requirements. Enterprise customers are typically larger companies with multiple locations. They may have several departments, each with its own IT department, project managers, and internal stakeholders.
Enterprise customers typically have a larger budget for technology than small-business Customers. They may have dedicated IT staff or a team of consultants who will help them manage their software licenses, system upgrades, and renewals. Enterprise Customers can also benefit from an enterprise-level support team that is available 24/7 to assist them with any challenges they may encounter along their adoption journey.
Enterprise customers often have more complex needs than small-business customers. This can include the need for centralized security management solutions or compliance management solutions that offer more robust reporting capabilities than those offered by smaller vendors.
What are the Needs of Your Customers?
Solution
For enterprises, the needs are different from other customers. They have to do more than just get a target audience. They need a solution that can help them get B2B clients. Enterprises also need a solution that is easy to use, and Kennected can do this for them since they can get B2B clients with ease from LinkedIn. Kennected solves the problem by helping you find businesses that are relevant to your business in achieving enterprise sales. This way, you will be able to reach out to them and start making money from them.
Experience
Experience is the most important factor that enterprise customers consider when choosing a sales team. It’s not just about the product or service but also about how it will impact their business operations. If a vendor can show that they have experience working with other Fortune 500 companies, this is an indication that they can deliver on our expectations too.
Support
Enterprise customers have a unique set of needs that need to be addressed. They expect high quality but also want to save money and time. Support is one of the areas where companies can really differentiate themselves from the competition. Support should be proactive, timely, and detailed. It should be available when needed and not just after you have already spent hours on your own trying to figure out an issue.
How Do You Successfully Approach an Enterprise Customer?
Choose your Target Audience
The best way to do this is by using a tool like Kennected. This is a platform that narrows down your target B2B audience from LinkedIn. It allows you to write customized messages and send them directly to the inboxes of your prospects and customers; this creates a great enterprise customer experience.
Create a Campaign and Follow-up
Learn about your target buyer to provide a satisfactory enterprise customer experience. Do you know what their biggest challenges are? What are their goals? What do they need? Finding out the answers to these questions will help you create a successful campaign. You can use Kennected to come up with outstanding campaigns and follow-ups that bear fruits.
Personalize Your Messages
Enterprise customers often have multiple people who handle their relationships with vendors, so it’s important to personalize your messages as much as possible and avoid sending out blanket emails or calling them out by name in the subject line.
You want your message to seem like it’s coming from an actual person and not just another automated message in their inbox. Kennected can help you hyper-personalize your message so that you can easily get a response from your prospect.
What Are the Biggest Challenges in Selling to Enterprises?
Enterprise Sales Teams Have Lots of Contacts to Keep Track of
As a startup, you have a lot of ground to cover when it comes to the enterprise market. You have to convince people that what you’re selling is worth their time and money; hence make sure you provide a great customer experience.
It’s not just about convincing prospects that they want your product — you also need to convince them that they want it now. Enterprise sales teams are often large and complex, with hundreds or thousands of contacts in different departments and roles. These teams can be difficult to navigate, especially when you’re just starting out.
It’s Hard to Get an Initial Meeting
The biggest challenge in selling to enterprises is that it’s hard to get an initial meeting. Most salespeople will tell you that their biggest challenge is getting through the buyer’s door. But once they do, they find that selling to enterprises isn’t all that different from selling to SMBs (small- and medium-sized businesses).
Still, the reality is that it’s harder to get past the gatekeeper at an enterprise organization than it is at most SMBs. As a result, you need a different approach when selling to enterprises.
It’s Difficult to Maintain Contact and Interest With a Long Sales Cycle
The other challenge for enterprise sales is to maintain contact and interest with a long sales cycle. It can take months or even years to close a deal. In addition, enterprise customer tends to be more complex than consumer clients.
There are multiple decision-makers involved, and they’re often spread out across different geographies. This means you have to stay organized, provide impeccable customer experience, and manage multiple teams, which can be difficult if you don’t work in an organization that has good processes in place.
You Have to Deal With Changing Stakeholders
If you’re selling to enterprises, you have to deal with a lot of changing stakeholders. You have to manage the expectations of a wide range of people while providing a satisfactory customer experience, and they may not all speak the same language.
In many cases, enterprise salespeople are forced to deal with multiple departments within an organization. Each one might have its own interests and objectives that need to be satisfied before the deal goes through.
That’s why it’s important for enterprise salespeople to have great customer relationships and understand how their product fits into the big picture in order to provide a great customer experience. They need to know how their product will help achieve those goals and solve problems for their potential customers.
There Are Often Legal and Compliance Hurdles
Enterprises have a lot of rules, regulations, and processes that can make it difficult to sell to them.
In fact, selling to enterprises can be more difficult than selling to consumers. There are often legal and compliance hurdles you have to jump through in order to sell into an enterprise. For example, if you want to sell your product or service to a large corporation, there are often multiple layers of approval before you can even get on the phone with your prospect.
You Have to Adapt Your Product Based on the Needs of the Enterprise
This means having multiple versions of your product (sometimes called SKUs) that are tailored to different industries or even departments within an organization. For example, if you’re selling software as a service (SaaS), you might have different versions for marketing teams versus engineering teams versus finance teams. Each version will have its own set of features and pricing tiers based on those needs.
At this point, you can gather that an Enterprise Customer has more high-end knowledge requirements, processes, and procedures. Just like the SMB customer, the Enterprise Customer is looking to get high-quality solutions with a solid ROI.
The key difference is that enterprise customers have established processes in place for making IT purchases and may require a longer sales cycle.
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source https://kennected.org/what-is-enterprise-customer/
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