Großkunden gewinnen – das Buying Center

Großkunden gewinnen – das Buying Center
23
Jun

Was eingekauft wird, wird in großen Unternehmen meist im Team entschieden. Wer solche Großkunden für sich gewinnen will, muss die Erwartungen aller Beteiligten kennen und taktisch nutzen.

Wenn es ums Verkaufen geht, stellen sich die meisten einen bestimmten Kunden vor. Es gilt, ihn genau zu erforschen, seine Bedürfnisse, seine Probleme:

  • Wie viel Geld hat er?
  • Wie viel Zeit hat er?
  • Was freut ihn, was nervt ihn?
  • Was braucht er zu seinem Glück?
  • Wer seinen Kunden nicht kennt, kann nichts verkaufen.

 

Komplex genug, könnte man meinen. Doch es geht noch eine Stufe schwieriger:

Die Königsdisziplin für jeden Vertrieb ist der Großkunde. Denn für die meisten größeren Unternehmen gilt: An ihren zentralen Kaufentscheidungen sind mehrere Personen beteiligt. Im Fachjargon heißt diese Gruppe neudeutsch „Buying Center“.

Das Buying Center ist für den Vertrieb eine harte Nuss. Denn es gilt, nicht nur die Bedürfnisse und Erwartungen eines Kunden zu kennen, sondern einer ganzen Gruppe.

Die Herausforderung für potenzielle Lieferanten lautet also: Wie kann ich die Entscheidungsprozesse in diesem Personenkreis so beeinflussen, dass das eigene Unternehmen den Auftrag erhält – zu attraktiven Konditionen.

Was es dafür braucht, ist eine Strategie. So kommen Sie in sechs Schritten zu Ziel.

1. Das Buying Center analysieren

In einem Buying Center gilt es folgende Personengruppen zu unterscheiden:

  • die Anwender (User), die mit der gekauften Lösung arbeiten – häufig sind dies die Mitarbeiter einer oder mehrerer Fachabteilungen,
  • die Einkäufer (Buyer), die den Auftrag unter betriebswirtschaftlichen Gesichtspunkten verhandeln (und gegebenenfalls erteilen),
  • die wirtschaftlichen Entscheider (Decider), die aufgrund ihrer Position die finale Entscheidung über die Problemlösung und deren Lieferanten treffen,
  • die Experten/Techniker in der Organisation (Experts), die darauf achten, dass die Lösung technisch und organisatorisch den Anforderungen entspricht.

Diese Personen(-gruppen) haben an das Produkt beziehungsweise die Problemlösung meist unterschiedliche Erwartungen.

Anwender etwa achten darauf, dass die Lösung unkompliziert zu handhaben ist. Einkäufer wollen, dass die Lösung „preis-wert“ ist. Die Geschäftsleitung will, dass das Unternehmen mit der Lösung seine strategischen Ziele erreicht. Und der Techniker achtet vor allem darauf, dass die neue Lösung seine Prozesse und seine technische Infrastruktur nicht über den Haufen wirft.

2. Die nötigen Kundeninfos erlangen

Das sind die wichtigsten Fragenkomplexe, die man als Lieferant bezüglich des Buying Centers klären muss:

  • Wer sind seine Mitglieder?
  • Welche Entscheidungskriterien sind für die einzelnen Mitglieder/Funktionsgruppen die wichtigsten? Und:
  • Welchen Einfluss haben sie auf die finale Kaufentscheidung?

Wer die Kaufentscheidung nun zu seinen Gunsten beeinflussen will, der benötigt viele Informationen. Zum Beispiel:

  • Wie ist die Marktposition des Unternehmens?
  • Vor welchen Herausforderungen steht es – betriebswirtschaftlich, technisch und auch mit Bezug auf den Markt?
  • Wie löst das Unternehmen aktuell die relevanten Probleme und Aufgaben?
  • Wie laufen Entscheidungsprozesse in dem Unternehmen ab?

Manch relevante Erst-Information lässt sich durch eine Online-Recherche erlangen. Für viele andere gilt es jedoch, das firmeneigene Netzwerk zu aktivieren: Hat man bereits Kontakt zu Mitbewerbern, Lieferanten oder Kunden des Unternehmens? Dann sollte man dort nachfragen.

Viele wichtige Infos lassen sich aber nur im Kontakt mit den Mitarbeitern des Kunden selbst ermitteln. Die nächste Aufgabe lautet also, mit dem Kunden auf den unterschiedlichsten Ebenen (zum Beispiel auf der Techniker- oder Verkäuferebene) eine Beziehung aufzubauen.

3. Verkaufsteam bilden und Strategie entwickeln

Wenn die anderen viele sind, dann hat man als einzelner Verkäufer kaum eine Chance. Man braucht ein „Selling Team“ – also ein Pendant zum Buying Center. Denn häufig müssen kundenspezifische Lösungen entwickelt werden. Daran arbeiten dann neben den eigentlichen Verkäufern häufig auch Techniker, Mitarbeiter des (Verkaufs-)Innendiensts sowie nicht selten Teile der Geschäftsleitung mit.

Eine zentrale Aufgabe des Selling Teams ist es, eine Strategie zu entwickeln, wie der neue Kunde gewonnen werden soll.

Erster Schritt dabei: Die Ist-Situation und Bedürfnislage des Zielkunden muss erkundet werden. Das TAPA-Modell hat sich für die Aufgabe bewährt.

  • T = Trendanalyse: Welche Trends, Entwicklungen, kommen auf das Zielunternehmen zu?
  • A = Auswirkungen: Welche Auswirkungen haben diese auf das Unternehmen?
  • P = Probleme: Welche Herausforderungen ergeben sich hieraus für die Mitglieder des Buying Centers beziehungsweise ihre Funktionsbereiche?
  • A = Auswirkungen: Welche negativen Auswirkungen hat es mittel- und langfristig für das Unternehmen, wenn das Problem nicht gelöst wird? Mit welchen Auswirkungen müssten die Mitglieder des Buying Centers in ihren Funktionsbereichen rechnen? Und im Gegensatz dazu: Welche positiven Auswirkungen hat es, wenn das Unternehmen die Herausforderungen meistert?

Aus der TAPA-Analyse kann man eine Hypothese ableiten, wie der Kunde zum Kauf gebracht werden kann. Die Ergebnisse der Analyse können unmittelbar in das letztlich erstellte Angebot oder die Präsentation beim Kunden einfließen.

4. Den Zielkunden erkennbar einen Mehrwert bieten

Nun weiß man, was der Kunde sich wünscht, welche Anforderungen er stellt. Die Aufgabe ist nun, ein Angebot zu erstellen, das die eigenen Leistungen passgenau mit diesen Wünschen in Verbindung bringt. Dabei muss erkennbar sein, dass das eigene Angebot gegenüber der Konkurrenz einen Mehrwert bietet. Dem Kunden muss signalisiert werden: Wir haben dein Problem genau verstanden und analysiert und können es für Dich lösen. Unser Angebot ist kein 08/15-Angebot, sondern eine maßgeschneiderte Problemlösung für dich.

Das Angebot und die Präsentation stehen nun. Es folgt der zweite Schritt: Welche Mitglieder des Selling Teams können das Angebot beim Kunden am besten präsentieren?

Wer in den Pitch geht, sollte davon abhängig gemacht werden,

  • wie sicher die Mitglieder des Selling Teams im Präsentieren sind,
  • wer die Hauptentscheider im Buying Team sind. Wenn dies zum Beispiel die Techniker sind, dann kann ein Techniker im Verkäuferteam eventuell am besten überzeugen und auf Fragen antworten. Und
  • welchen Eindruck das Unternehmen primär hinterlassen möchte (zum Beispiel: „Wir sind ein innovatives Unternehmen“ oder „Wir sind ein etabliertes Unternehmen, dem Sie vertrauen können“).

5. Den Auftritt beim Kunden trainieren

Durch Übung wird man besser – das gilt auch für die Präsentation beim Kunden. Rollenspiele sind nicht unbedingt beliebt, aber es lohnt sich, die Scheu davor zu überwinden. Wer in die Rolle des Einkäufers oder der Geschäftsleitung schlüpft, kann zum Beispiel wichtige Fragen oder mögliche Bedenken erkennen.

Trainiert werden sollten mit Rollenspielen unter anderem folgende Phasen und Herausforderungen im Pitch oder in der Präsentation:

  • Die Begrüßungsphase
    • Start – Wie gewinnen wir schnell die Aufmerksamkeit?
    • Gestalten der Kennenlernrunde – Wie schaffen wir ein perfektes Match mit dem Gegenüber schon in der Vorstellungsrunde?
    • Wer sagt was für welches Buying Center-Mitglied?
  • Die Präsentationsphase: Festgelegt werden sollte, wer welchen Part präsentiert. Geklärt werden muss auch, wer welchen Typ auf der Kundenseite ansprechen und überzeugen sollte, so dass klar ist, wer welche Rolle auszufüllen hat. Es ist wie beim Fußball: Klären Sie die Manndeckung.
  • Die Argumentationsphase: In der Rolle des Kunden fallen den Teammitgliedern meist viele Einwände, Bedenken und Rückfragen ein. Diese sollte man sammeln und dann überlegen, wie man auf sie überzeugend reagieren kann.
  • Abrunden: Geklärt werden sollte auch, wie das Team für das „We want you“-Gefühl beim Kunden sorgt. Der Kunde sollte das Gefühl bekommen: „Wir sind begehrt! Der Anbieter bemüht sich um uns.“

6. Realistische (Etappen-)Ziele formulieren

Vor dem Pitch oder der Präsentation sollte zudem genau definiert werden:

  • Welches (Etappen-)Ziel können wir erreichen? Und:
  • Welches (Etappen-)Ziel wollen wir erreichen?

Denn für den Verkauf komplexer Produkte und Dienstleistungen im B2B-Bereich gilt meist: Die Problemlösungen haben für den Kunden nicht nur eine hohe strategische Relevanz, sie sind auch „costumized“. Deshalb fällt die Kaufentscheidung selten beim oder nach dem ersten Treffen. Vielmehr treffen sich, nachdem die Kundenorganisation eine Vorentscheidung für einen Lieferanten getroffen hat, zum Beispiel die Experten auf der Anbieter- und der Kundenseite und erarbeiten gemeinsam die Detailanforderungen. Diese Vorschläge werden dann erneut dem Buying Center präsentiert, bevor schließlich der Auftrag erteilt wird.

Nur gut vorbereitete Verkäuferteams haben bei Großkunden eine Chance. Daher ist es sinnvoller, sich mit viel Energie wenigen Kunden zu widmen, als mit halber Kraft nach dem Gießkannenprinzip zu arbeiten – und am Ende keinen Erfolg zu haben. Probieren Sie es aus.

Copyright: impulse

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